Preparing for the Journey
Building a sale is like building a home. Part of the reason people panic is that selling seems like a mysterious process. We can solve that mystery. Selling is like any other journey: the territory you are covering may be new to you, but it has been travelled before,...
How do I get my salespeople thinking like me?
This week I wanted to share a question that one of my clients asked me in a call last week. We were talking about ideas to motivate her team. This was her question: ‘How do I get my team to think like me, or to at least follow some of my behaviours?’ We got talking...
The Secret Structure of a Sale. Close and Offer – Part Five
Over the last five weeks we have explored the secret structure of a sale. Feel free to check out the past blogs to find out more.Part 1Part 2Part 3Part 4 These secrets I have learned from my experience as a copywriter, marketer, and salesperson. I study these...
The Secret of a Sale – Part 4
Last week we talked about the promise and painting a picture of a product we were selling. Now I want to discuss proof. You have to show them PROOF. You have to prove to your client that what you have just said is true and you have to prove it to their satisfaction....
The Secret Structure of a Sale. The Promise – Part 3
In our last blog, we talked about the need to stop selling your stuff logically. Too many salespeople get caught up in the features of a product vs the benefits. The Promise. Showing a client precisely what the benefits of the product are (in this case, an electric...
The Secret Structure of a Sale – Part 2
Last week, we talked about the Secret Structure to a Sale. It was essential to set the scene that desire and discovery are crucial to the first part of any sale. We talked about selling a bike and the importance of not selling a bike but one that people might have...
The Secret Structure of a Sale
The funny thing about sales is that it looks so simple when you watch the successful salespeople. I remember when I first started out selling, I used to watch the veterans, the guys and girls that had been in the business for ages; they looked so relaxed and...
£25 and a Dream- Kiwis blazing the trail
£25 and a Dream Down under the under, a term I used to tell my American clients to describe where New Zealand was in relation to Australia has had one of the best summers for several years. It's a chance to reflect as well on what makes this part of the world a...
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...
Ask Yourself These Powerful Questions Everyday.
Ask yourself these Powerful Questions. In my training I talk 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...
