Living in London I benefit from one of the most polite cultures anywhere but one of the drawbacks is that many people will not initiate a conversation. This is fine when you’re stuck on the tube, tired and sweaty and want to be left alone but it is often not... read more
The more I study selling the more I know that selling and business development is an exact science. It is an exact science because if we create a set of events we are able to accurately predict – within an error rate of a couple of percentage points – the outcome.
Most of life is habitual. You do the same things you did yesterday, the day before that and every day prior for the last month. It’s estimated that out of every 11,000 signals we receive from our senses, our brain only consciously processes 40. Habits, good or bad,... read more
Are you a pilgrim or a tourist? This question was the theme of a Catholic singles weekend retreat that I attended more than twenty-five years ago. The weekend was held at a beautiful inner-city convent that had once been the home of a lumber Barron – an amazing place... read more
Yes, let the prospect write the pitch! It does not matter if you pitch on the telephone, in an elevator, in a face-to-face meeting or at a networking meeting. Most salespeople spend hours writing a script that they push onto prospects. We can see these pitches... read more
Do you struggle to pick up the telephone and book a meeting? Do your salespeople avoid cold calling? Would your business benefit by more face-to-face meetings with prospects?
Should You Ever Hire An Unemployed Salesperson?
Most salespeople underperform – that is they fail to consistently hit reasonable sales targets. Most businesses underperform – that is they fail to consistently to hit the average market growth rates. Here are 10 absolutely fixable reasons: 1) Failure to properly... read more
People just lie, some people are more habitual at lying than others. Some people lie because they are worried of the outcome, some people lie to avoid problems, some people lie because they just like lying. How good are you at spotting a lie? Do you see it happen or... read more
The ‘Right’ Salesperson Can Generate 16X The Revenue Compared To An Average Performer? This is true and I know it first hand! The people who think that sales success is all about numbers know nothing about selling! Sure, if I am digging a ditch and I can... read more
The Art of Selling Smarter Not Harder Interruption Based Selling does not work any more – period! Traditional cold calling is still the default approach of too many business people – call centers around the world are filled with rows of salespeople pitching cold. It... read more
The most powerful perspective in selling is to understand the emotional triggers that cause people to buy. If it is true (and it is) that we buy for emotional reasons and prove with logic then why do most salespeople sell benefits and features? If we can imagine that... read more
Struggle with price objections? I have written several articles about price objections and how, in fact, most price objections are not really about price but more about conveying value to the prospect. Whether the price objection is about price or not – it still needs... read more
Seven Reasons You Are Not Hitting Sales Targets! Most sales organizations do not hit sales targets on a regular basis and before you leap to the ongoing recession that is not the reason – presumably the current state of the economy has not caught you by surprise! The... read more
In the twenty-five years that I have sold and trained salespeople the number one objection that salespeople struggle with is the price. It does not matter what the economy is doing or where the product or service is positioned most salespeople fall apart when... read more
Why Solution Selling Is Often Not The Right Solution! I have never been a fan of ‘sales systems’ because the world simply is not full of round holes waiting for round pegs. Selling is a subtle skill and the best salespeople instantly read the situation and use the... read more
Where the value is clear the decision really is easy, but why is value such a moving target? Imagine that you are given a true life or death choice – your net worth or your life? The choice is easy when you must give everything for even one more day of life. But let’s... read more
In every industry there are salespeople that fall into the top 1%. These are the few that earn, on average, 54 times more than their industry’s typical salaries. Every industry has millionaire salespeople and although most of their colleagues view them as lucky,... read more
Six Steps to Exceeding Sales Targets Most salespeople and most sales teams rarely hit, let alone exceed, sales targets. In rare cases the reason might be the economy or changes in technology that result in a shrinking opportunity. Most of the time, however, failure is... read more
Yes, we are all unique and special but we are also predictable – particularly if we have been raised in the same or very similar culture. Selling is about getting people to do what we want. Of course we want a win-win but we still want to win. Understanding how... read more
The Most Important Trait of Successful Salespeople If you own or manage a business or, if you are a salesperson working in any industry you have probably asked yourself, ‘What trait is most important in winning new business and building a company?’ Of course, many... read more
Steve Jobs on recruitment. People are telling us all the important things about themselves all of time. Are they happy, afraid, nervous, worried, confident – it is all there in the Meta Data if you learn and choose to pay attention.
Ask yourself, if sitting in a meeting with your company president and three of your companies biggest potential customers would you discuss – politics, religion or sex?
Three Subconscious Reasons Salespeople Fail to Close. The fastest road to increased success and income as a salesperson or a sales organisation is to increase your closing rate.
1. If you follow-up with website leads within 5 minutes, you are 9 times more likely to convert. 2. The best times to email prospects are 8:00am and 3:00pm. 3. The best time to cold call is 4:00-5:00pm. The second best time is 8:00-10:00am. The worst times are 11:00am... read more
Make a commitment to only hire the best and honestly put in place the process and the package to make that happen and your business will benefit from the best sales talent. The rewards are real!
Bulletproof your career The rate of change in business is always increasing. In the past jobs were for life and industries employed generations of the same family. Today companies are regularly sold and acquired. Industries face global competition and well established... read more
9 buying signals you must not miss!
Whether you are selling B2B or B2C, a small business or a large corporation, or a simple or complex sale the prospect’s buying journey will always include important buying signals. Miss the buying signals and the salesperson can make the fatal mistake of talking themselves out of a sale.
The best salespeople know their industry, they know the players and they know where they want to work. The best salespeople can pick up the telephone, land a meeting and secure an offer. So, if the best salespeople are not responding to your job posts and not calling you directly then how do you hire them? Well, disrupt them of course!
Brexit Sales Survival. Business doesn’t like change or uncertainty and if you are working hard to sell your products or services this can be a frustrating time. So, what is the answer? Keep your head down and wait? No!
No matter what your profession being seen as a recognized expert will deliver real business success – fast! You can really become a recognized expert in thirty days or less – read on! It does not matter whether you are a lawyer, accountant, plumber, salesperson... read more
Seven Action Steps to Close Bigger Deals Faster Using LinkedIn
Virtually everyone you ever want to do business with is on LinkedIn but how do you change a profile into a contact and a contact into a customer? These seven action steps will get you there faster than you imagine.
Success is all about making connects but how do we connect with the people who can really make a difference to our business? The best salespeople, The Rainmakers (they are called rainmakers because no matter how dry the business they can always make it rain) understand how to pick up the phone and get the appointment.
Important sales tools. Start with a simple sales process for your business and then make a plan to meet with 100 prospects as quickly as possible.
Grow your Business by INCREASING PRICES! Getting higher prices for your services and products is not just about selling to the wealthy it is about positioning your business as special and unique. It is about niche!
Steve Jobs (February 24, 1955 – October 5, 2011) was a technology entrepreneur and on of the most influential business person of the last 50 years. Apple was, for many years, a bit of a marginal technological player but in recent years has become the most important company in the world. Apple and Steve Jobs has changed the way we think about and use technology!
The George Clooney Rule of Sales Success is the successful effect of leveraging celebrity to increase interest in a sales pitch.
Most businesses don’t lack sales leads – they waste them! What do you do with your sales leads? Leads are the lifeblood of business but leads do have a ‘best by’ date and quickly go stale if not acted upon and exploited. So, how do you handle yours? If you are like... read more
The Best Sales Pitch Ever? Selling has earned a bad reputation because too many, if not most, salespeople simply don’t know how to sell and think that talking ‘features and benefits’ is enough. The result is the ‘numbers game’. The idea that if we simply give the same... read more
Steve Jobs made Apple arguably the most successful company in history and achieved this by doing absolutely every better.
The Greatest Closing Strategy Ever?
The #1 Secret to Hire Great Salespeople? Online sales job boards are almost completely a waste of time! Why? Because why would a great salesperson use an online job board to find a job? They wouldn’t! The top salespeople in every organisation are regularly... read more
Authenticity is essential, however, understanding social cues and behaviours can help us manage situations and get the results we want. Challenging situations with angry customers or when struggling to get past gatekeepers a little understanding of how we respond to... read more
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101 LinkedIn Tips 101 LinkedIn tips to build your business and your career then these 101 LinkedIn tips must be part of the mix! With more than 250 million professionals worldwide and 3 million in London alone LinkedIn is the best place to start! Recent design changes... read more
The Greatest Sales Letter Ever Written is the holy grail of any lead developer. The following is an excerpt from the classic direct-mail piece that generated an estimated $2 billion in revenue for The Wall Street Journal. I’ve seen adaptations and straight rip-offs hundreds of times.
Lowering price, as a reaction to competition, is the very worst way to improve business. It strips away profits and turns your business into a commodity. Price Objection is common!
Sales Recruitment Success – How To Build A Great Team That Delivers Great Results Nearly 67% of salespeople who fail could have succeeded in a sales role that matched their skills. When a new salesperson fails, 91% of the time is was for bad attitude and only 9%... read more
As a recruiter specialising in sales roles you might think that in our, still fragile, recovering economy that finding great salespeople would be easy. Well, it is not! Good sales people are hard to find in any economy! You feel you have some skills, people like you,... read more
Be your best! Life has an amazing ability toward abundance. Year after year, throughout history humans have gotten faster, stronger and better. We grow more food, live healthier lives, live longer, and are smarter now than we have ever been. Generation after... read more