Secret Sales Tip – Morning tea or no thanks.
This secret or tip has worked pretty much every time I have tried it. Imagine this is your first call to your client, you have just inherited a client list from your sales manager, you know the one… “Its gold coated and will bring you in thousands and thousands of...
The Do’s and Don’ts of Rewarding your Team
Well managed well throughout incentive programs play an important part in achieving and exceeding sales targets. If you incentives are structured properly they can result in a high level of motivation. Here are a few basic principles I recommend to my clients. Avoid...
One Hour to set up your Year.
One Hour a day to Accomplish Your Goals. In our first article on goals for 2018, I talked about overcoming the obstacles that prevent you from accomplishing those goals. In this article, I am going to talk abo, t spending time each day to help you stay on track...
The “thing” that gets in the way of your goals Part 2
Six Obstacles Preventing You from Achieving Your Goals at Media Sales (Part 2) In my last post, I talked about what I thought might be some of the obstacles that stood in the way of achieving my goals for the past 12 months. Here they are again. The goal might have...
The “thing” that gets in the way of achieving your goals.
Six Obstacles Preventing You from Achieving Your Goals in 2018 As the year begins I want to talk about the “thing” that gets in the way of you achieving your goals. Over the holiday break for me, it’s a great time to reflect on my past achievements for the year and...
More Than One Word Answers.
In our blog last week we talked about keeping the client talking, and asking questions that opened up a conversation. Are you Asking Open-Ended Questions? One way to do this is to ask open-ended questions. What are open-ended questions? Definition: Open-ended...
How to Keep your Clients Talking.
The Right Questions Over the last two weeks, the theme of my blogs has been questions. The ones we ask ourselves and the one we ask others. Many people struggle with sales because they think selling means using the tricks and techniques that slick salespeople use....
Do Open Questions Sell? Yes or No?
How do you train your salespeople to have fun selling? People can learn to ask open-ended questions. There’s a great exercise I do with salespeople, called “What’s in my pocket?” It was taught to me by one of my best staff members—and best friends—at NRS Media,...
Ask Yourself These Powerful Questions Everyday.
Ask yourself these Powerful Questions. Last week I talked about the importance of asking yourself powerful questions when it comes to conditioning your mindset. To finish off that discussion here are some business questions you might want to think about as you move...
Sales relationships hinge on the ongoing conversation you have with yourself
Start a Conversation with Yourself A successful sales relationship hinges on the ongoing conversation you have with your customer. The dialogue starts, strangely enough, with the conversation you have with yourself. You can listen to others more effectively when you...