You might think that this article is about the famous line: Always Be Closing! It isn’t. It’s about something completely different and in my opinion will be much more valuable to you than those hard selling words of the […]
If you aim to become your customer’s trusted partner, you should focus on making the purchase and use of your products both easy and profitable. This is fundamentally why people choose to buy products—to simplify their lives or enhance their […]
Excellence is a word that is bandied about so much these days that it can often lose its meaning or its differentiation. The dictionary defines it as ‘being exceptional, being superior in some way, achieving extreme merit, pre-eminence or distinction’. […]
We often conjecture at what great salespeople do to create the status of being ‘great’. Attend one of our Advanced Sales Training programmes and you’ll find out! If, however, we were to study those people who are not so […]
Every person you have ever met has a strategy they use to make decisions. Whether it’s to go for a particular food or to choose a particular career, the way people decide is hard-wired into the parts of our […]
The Wolf of Wall Street’s story; his rise, his lies, his demise and now the resurrection of Jordan Belfort’s career has fascinated me. So much so that when he came to London at the Excel Centre to run a short, […]
The whole economic world has changed in the last few years. It will never be ‘business as usual’ again. Most companies that haven’t adapted to the changes will either no longer exist or will have suffered dramatically. One thing that […]
In any profession there is the risk that you will pick up bad habits, and it often seems the longer you have been doing the job the more bad habits you have accrued and the harder it is for you […]
Many business people think they know what a sales professional does with their day and could map out exactly how the average sales person spends their time, which would probably involve a few meetings, some cold calling and (of course) […]
All salespeople are judged on the results they achieve. It’s no good making all the calls, completing all the paperwork, asking for the sale countless times and overcoming sales objections time and time again if the orders aren’t coming […]
We have all heard the terminology about the so called “Hot Button.” “You have to find the prospect’s hot buttons…” “Push their hot buttons…” etc. But here is a question for you: What exactly are hot buttons? The last […]
You did everything right. You maintained an excellent prospecting track and qualified the decision maker. You got through a tough gatekeeper screen, set a good appointment, and sealed it with cement. The sales interaction was flawless; you covered every […]
For some reason, an intrinsic part of human nature is to desire that which is forbidden. It seems that whatever it is that we cannot, or should not have, are the very things we want most. Take anything, and […]
How do you view the profession of selling? Let’s face it; selling is unlike any other business or profession in the world. I am not referring to those who do a little selling as part of their overall job function. […]
It is imperative in today’s marketplace and dealing with the modern-day buyer, to understand the true nature of your job as a professional sales person. Your job is to help; to be of assistance, to serve. However, too many sales […]
