Learning from other Industries
In Dan Kennedy’s book ‘No BS Sales Success’, he talks about a real estate agent called Pebby B. Here is an abridged version… “Peggy B gets 70% of her listings from referrals and 30% from advertising. When someone wants to list with Peggy they get put onto one of her...
Do you know who the third guy was who went to the moon, and what has that got to do with teamwork?
https://youtu.be/pgJZiSFc048 Everyone praises the feats of both Armstrong and Aldrin as the first humans to set foot on the moon, but what about the third guy, and what has that got to do with teamwork? The third person who went to the moon with Armstrong and Aldrin...
Once upon a time
https://www.youtube.com/watch?v=yS7NM-Zihhw&feature=youtu.be Off the back of my latest vlog above, I want to talk about stories. Stories that motivate your clients to buy. I have certainly over the years been taught to sell products; every sales process, every...
Why don’t your clients buy from you?
1. They do not understand the proposition. Clients that are confused do nothing. The challenge for the salesperson is his/her own familiarity with their product. Salespeople presume that their knowledge and understanding of their product is also in his/her customers....
It just feels right.
Having been married for quite some time, and to the same person AJH, I have over time learned a very valuable lesson in husband and wife relations. Some may agree or disagree and even if you take the guidance of John Grey’s book, Men are from Mars and Women are from...
Human Needs Might Just Drive Everything, When It Comes to Sales
In this week’s blog, I talk about the importance of understanding the basic human needs we all have. In addition, what it means to you as a salesperson, if you discover a client’s wants and needs. My view is that unless you do discover the needs and wants of your...
The leads are weak!
The leads are weak is a well-known phrase from the movie Glengarry Glen Ross starring Al Pacino, Jack Lemmon, Alec Baldwin, Alan Arkin. The movie is an examination of the machinations behind the scenes at a real estate office. In one scene Jack Lemmon, after working...
Prospecting is not hunting, tying up the prospect, and forcing them to buy your product!
This last week I was asked by one of my clients how they can prospect better. It does not matter what it is you sell, whether it is a service, or a product. Prospecting is the lifeblood of any sales organisation. Would you like to know a system that allows you to...
Upsell or a Cross Sell
As many of you may know, I owned a media consultancy company called NRS Media. We consulted to Radio, TV and Newspaper publishers, and online media companies all over the world. As you can probably appreciate, it involved a lot of travel, with many of our staff often...
How do I get my sales people thinking like me?
This week I wanted to share a question that one of my clients asked me in a call last week. We were talking about ideas to motivate her team. This was her question: ‘How do I get my team to think like me, or to at least follow some of my behaviours?’ We got talking...