Do Open Questions Sell? Yes or No?
How do you coach your salespeople to have fun selling? People can learn to ask open-ended questions. I do a great exercise with salespeople called "What's in my pocket?" One of my best staff members, Stephen Pead, taught it to me. You secretly put something unusual in...
How to Keep your Clients Talking.
The Right Questions Over the last two weeks, the theme of my blogs has been questioned. The ones we ask ourselves and the ones we ask others. Many people struggle with sales because they think selling means using the tricks and techniques that slick salespeople use....
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...
“Are Sales contingent upon the attitude of the salesperson? Or the attitude of the prospect.”
Photo - Austin Kleon- Steal like an Artist “Are Sales contingent upon the attitude of the salesperson? Or the attitude of the prospect” I get to hear good stories from all over the world about how salespeople make a difference in people’s lives. In many situations,...
The Difference between a Small One and a Large One
Do you know the difference between a small sale and a large Sale An excellent book that I have tucked away in my library is called Spin Selling by Neil Rackman. In Neil's book, he maintains that there is a difference between a small sale and a large sale and different...
“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...
Selling what you can’t see
When I came into media, my main challenge was to sell something invisible. I learned that people buy ideas more than things. They buy concepts, promotions, and methods for getting people into their stores. In the early 90s, the media industry in New Zealand was...
What are you Scared of?
I understand people’s reluctance to think of themselves as salespeople. I had a love/hate relationship with sales myself when I was younger. I grew up on a small farm on the coast of New Zealand, a place I loved. My father looked after the farm after his four brothers...
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...
What you can Learn about Sales Training from a Cab driver in London.
This week's blog talks about the importance of product knowledge or Insight. In the context of sales, Insight means understanding your product. It also means understanding your own business’s strengths and weaknesses. London Black Cabs. For example, London’s...
