Life-Time Value
Do you know the life-time value of your clients? What does it mean to the long-term survival of your business? I was visited recently by my mother in law. We do get on most of the time, after she forgave me for snatching her daughter, nearly 25 years ago. Each week...
Five Things You Should Do This Week With Your Clients
Talk to them. I know this sounds simple, but everyone is focused on what is happening in the world economy right now. Your clients are not.They might have one eye on the news, but they also have to open their doors and get on with business. If you are talking to them...
“Got a Minute” Meetings
This is not original, but I thought it might be useful for all those sales managers out there that get interruptions every minute of the day. It’s called “got a minute” meetings, I learned it from Chet Holmes’ book, The Ultimate Sales Machine. I was reminded the other...
Do you have a Success wall?
I have a sales system that looks at building five key processes in a business. I call it the ADA programme- Anchor- Decision-Action. One of the key elements to this process is to build strong sales plans. When talking to clients, I relate the story where I was on a...
Seven Days to be a Better Salesperson
Don’t put off your sales goals. A week is all it takes to get serious about improving your sales. Here’s how: Sunday Set aside half an hour on Sunday night to plan your week. Establish the six most important things you want to achieve and write them down. That one...
What Lies Behind the Black Door
Several years ago, when attending one of Robert Kiyosaki’s courses, he told the group the story of the Black Door. It was about a young man and a Persian general. The young man, it is said, was a prisoner of war, and the general was a very fair man. When the day...
Are There Acres of Diamonds in your Backyard?
In the early 1900s, Reverend Russell Conwell earned 5 million dollars by giving the same speech, titled “Acres of Diamonds,” more than 6,000 times to audiences across the country. His speech told the story of a farmer who sold his farm so he could travel overseas...
Rant and Rave All Over The World. Tips for Keeping Your Sales Meeting on Track
Every week, all over the world, salespeople are subjected to a ‘rant and rave’ from a sales manager who runs a meeting with no direction, no agenda, no concept of time, and generally over-run by members of the ‘we know it all’ brigade. Besides lacking agenda and...
The loss is more powerful than the win
Research has shown, in a hundred different ways, that people will do more to avoid the loss of something than to score a win. Is that true of your sales company? What is the cost to you if you do not get that latest weekly budget? Does it hold more emotion with you...
Preparing for the Journey
Part of the reason people panic is that selling seems like a mysterious process. We can solve that mystery. Selling is like any other journey: the territory you are covering may be new to you, but it has been travelled before, and there are certain steps you can take...