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...
The Hare Krishna Principle of Selling
Do you ever feel compelled to donate money to a charity because they have sent you a letter, accompanied by those return address envelopes, already printed with your name and address? Or, have you been offered a gift, as a thank you, or for helping someone out? Have...
Why you shouldn’t pay your salespeople commission
Recently, commission-based salespeople got a pretty hard time from the Royal Commission investigation into the banking and insurance sector. I haven’t taken a salary for 30 years. For the 30 years-plus that I have been selling, I have never once taken a salary. In...
What about the People side of the Business?
In my blog last week, I talked about building a team of salespeople that have - Independence. In a sentence, you want a sales person that is independent of you, as opposed to dependent on you. In this week’s blog we talk about the – People side of the Business. You...
