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...
Things you could learn from Donald trump
Things you could learn from Donald trump that you could use to make more sales. Every day I ask one simple question of my clients? What motivates your client to buy off you and not the other guy? In a recent editorial from the US editor of the Week Magazine* he made...
Recognising Mindset
Clearly, mindset can make all the difference in problem solving. Stanford University psychologist Carol Dweck, a leading expert in motivation and psychology, and author of the book Mindset: The New Psychology of Success, discovered that everyone has one of two...
If I could just……..
Every year I receive a calendar in the mail from one of my coaches who I have worked with for several years, his name is Dan Kennedy. “A calendar you might say, what they still send out calendars!” A bit old fashioned don’t you think? I have a phone for that. His...