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...
The Difference between a Large One and a Small One
Distinguishing between a small and large sale If you get the chance, read the best-selling book Spin Selling authored by Neil Rackman. Rackman maintains throughout the book that there are fundamental differences between a small and a large sale and require different...
Reducing your Business Risk is Easier than you think
Reducing your business expenses is easier than you think A leading manufacturing company based in Japan is said to have saved a quarter of a million dollars just by turning off the lights. The company ran a competition with a reward asking people to answer this...
The Map to An Open Mind
This week I want to share a story about a father and son and the importance of having an open mind.* The Newspaper story A man is busy working at home when his young 5-year-old child comes into his study and with the enthusiasm that children have in abundance, he asks...
“Are Sales are contingent upon the attitude of the salesperson? Or the attitude of the prospect”
Photo - Austin Kleon- Steal like an Artist “Are Sales are contingent upon the attitude of the salesperson? Or the attitude of the prospect” I get to hear good stories from all over the world as to how salespeople are making a difference to people’s lives. In many...
“I think we are onto something”!
All Systems Go- The Journey Begins. In my last blog, I talked about Selling what you can't see, and how Doug Gold, my business partner and previous owner of the More FM network came up with an idea to sell media inventory that went on to dominate the direct media...
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...