What holds people back from doing business with you? Worry? Risk? Uncertainty? Value? People hold back because of uncertainty! Remove the uncertainty and you will remove one of the major roadblocks for new clients. Turn your guarantee into a competitive weapon. A...
Understanding the sales process! Reasons for having a well thought-out sales process include: Seller and buyer risk management Standardised customer interaction in sales Scalable revenue generation The advantage of approaching the subject of sales from a “process...
You’re not in the accounting, consulting, restaurant, shipping or delivery business – get this out of your head! You’re in the marketing business! Your raison d’etre is getting new business – just as every human’s primary reason for existence is procreation. If...
Lawyers are apparently the scourges of the earth! Why? It is because of the work that they do? No! It is because they charge by the millisecond for every breath that they take; it is because they charge two Pounds for a photocopy and fifty pence for a paper clip. It...
Sales Secret #2 I love to sell and have made the science and art of selling my life’s work. This is one of a series of Sales Secrets blogs posts. Since 1989 I have kept a sales journal. It fills twenty-five hardcover journals (50,000 pages) and contains the following...
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