My prospects ignore me after the first conversation
You’ve had a great initial conversation with a prospect. You thought they loved what you do. There was a connection and you both felt it was a good fit. You’ve tried to make contact 3-4 times since then, but they haven’t responded. You’re not sure where it all went wrong? What went wrong? You’re at […]
I struggle to discuss pricing and budgets in sales conversations
Is this happening in your business? You build great connections with prospects and get on brilliantly with potential customers but you often avoid the “pricing” conversations and send information via email. If you do discuss pricing, you feel you sound uncomfortable and often brush past the conversation, quickly changing the topic. Are you at risk […]
I don’t know how to turn a chat into a sales conversation
Is this happening in your business? Scenario: You love getting to know people you meet and speak with and you understand the value of building rapport, but you find yourself putting a lot of time and energy into having “nice” conversations which don’t lead to successful outcomes. Are you at risk of: Your sales pipeline […]
How do I close business without sounding cheesy or false?
No one enjoys being sold to in a “pushy” or “cheesy” manner. Equally, no one wants to be seen as one of these types of salespeople. How can you ensure you don’t act like what you hate experiencing yourself? If you don’t sell in the right way, you will be at risk of: Damaging your […]
Is the drive or time really worth it?
I have taken a few days off with my wife this week to travel to York and whilst we were in the car on the 4-hour drive it got me thinking about a sales experience which I always remember for the wrong reasons, but which is a good reminder I think for this blog. A […]
Don’t leave yourself a prisoner of Hope
I was speaking with a good friend of mine last week who is in the sports business and who represents a couple of key professional sportspeople. He tries to find them sponsorship and also looks to broker deals with advertisers for other organisations. He was pretty downbeat when I spoke to him as a deal […]
Why you need to be so careful when using LinkedIn Lead Generation Agencies
The drive for growth and to build our companies is one that never stops but it leads me to the subject of this morning’s email. When we want to grow our businesses, we have 2 choices. We can either wait for business to come to us which is called Inbound Lead Generation (IGL) or we […]
How to handle rejection in sales
Episode 2: Knowing your own weaknesses and how to overcome them
Three ‘refocusing’ actions you should do in March
One of the best tips I give to companies I mentor is for them to spend a huge amount of time putting themselves in the shoes of their customers. Don’t just give this lip service. Give it the needed time and attention. Recently, my team at the SBSA and I have been doing some of […]