What you can learn about Sales Training from a Cab Driver in London (part 2)
In my post What you can Learn about Sales Training from a Cab driver in London. I promised I would give you some practical tools and ideas that you can use in your business using this SWOT model. Here they are. Strengths are where the secrets are. The question for...
Five Things Every Business Owner should Know before they hire a Sales Trainer
I am always being asked what makes good sales training and coaching? Here are five tips I hope can help you make the right decision when it comes to hiring any sales trainer or sales coach. 1.The sales team don’t see the sales training as relevant to them. Usually...
What you can Learn about Sales Training from a Cab driver in London.
This week blog talks about the importance of product knowledge or Insight. In the in the context of sales, Insight means understanding your own product. It also means understanding your own business’s strengths and weaknesses. London Black Cabs. For example, London’s...
What makes great salespeople great?
What makes great sales people great? The common misconceptions about salespeople can be tough to get over because they are so ingrained in our culture. It helps to see what successful salespeople actually look like. Most of the great salespeople aren’t all...
The Best Salesman I Ever Met… Wasn’t a Salesman
The Best Salesman I Ever Met ... Wasn't a Salesman. Do you think you know what a successful salesperson looks like? Are you picturing an expensive suit, a flashy smile, and a smooth, practiced pitch? That’s what we imagine when we think of sales, but the truth is that...
Selling the Zara Way.
Selling the Zara Way. Selling the Zara way. Over the last 12 months there has been a lot of talk about Amazon and its threat to retailers and business owners here in New Zealand and in Australia. This follows the possibility that it may establish a direct presence in...
Negotiation is a form of Selling True or False?
Negotiation is a form of Selling True or False? We all know that Negotiation is a form of selling, and our ultimate goal is that everybody wins. Impossible, right? Maybe not. In my book Selling is Not Optional- How to Master the most important skill in business and...
Harnessing the Power of Testimonials
Harnessing the power of Testimonials At least once a month at my place, on a Friday night, my family will have to make a major decision: ‘What takeaways are we going to have tonight’? A third world problem right? An old ritual from days gone by. I am sure the Friday...
What the top 10% do
80%..........Of all sales are made after the fifth call 48%..........Of all sales people call once and quit 25%..........Call twice and quit 10%..........Keep on calling These statistics is pretty close to the mark in all forms of selling be it a service or product...
Preparing for the Journey
Part of the reason people panic when they think about sales is that selling seems like a mysterious process. We might just be able solve that mystery. It’s our belief that selling is like any other journey: the territory you are covering may be new to you, but it has...
