

Are you in Buyer Credit or Debit?
When it’s time to make a decision (if they do that is!) the buyer will decide based upon a series of factors. Factors that have

Not every seed you plant turns into a flower
Buyers aren’t stupid. And yet many sales and business people treat them as if they are. There are many things that go on within the

The hidden 10% which the Buyer sees
Graham Taylor, my old boss at ICL, told me something once which has stuck with me. I’m not sure if it was his quote or

The Lion will bite you if you show fear
Watch the video below. It’s only for 45 seconds but humour me. There is a reason for me to share this with you. What you

The 55:38:7 Rule
What is the goal when we try and sell something to another person? You may read this opening statement and think it’s a stupid question

Einstein was right
Questions are your Sales SuperPower. Great questions, asked in the right way (next week’s email) open up the buyer to share with you their world.

Your buyers are like an onion
Our Tumble Dryer is on its way out and with the weather as it is, we need a new one. We went into an appliance

The Value Gap
When faced with a decision to buy something, every buyer makes a choice. And it is a simple one. Is the product or service I

The ONLY 2 Reasons why a Buyer Buys
There are only 2 reasons why a buyer will buy something. As sellers, the sooner we understand this the better. But buyers will not make

Build trust in the buyer’s mind by doing this
Building total belief in the mind of your buyer is the bedrock of their decision-making. They don’t need to just feel confident that what you

It’s all about belief
Last week, I talked about Risk and why it was such a key factor in a buyer’s mind in making a purchase decision. Missed the

Get inside the other person’s head
Our job when we are selling anything is simple. Get inside the other person’s head. What are they thinking? What do they think and feel

Your WHY is your greatest motivation to achieve anything
On Saturday, 24 June I undertook my 1x10x100 Challenge for the 2nd year. The challenge is to swim one mile, run 10 miles and then

5 Tips to Overcome Gatekeepers
This week I wanted to share a really topical sales issue that many people face and what you can do about it – and that’s

Be proud of your history and your story
I am sharing this blog with you from Athens after heading here for a few days with my wife to celebrate her birthday. I have

Get inside the mind of your buyer
I love the world of sales but I have over the last 12 months been geeking about understanding WHY and HOW people buy. What drives

Are you in Buyer Credit or Debit?
When it’s time to make a decision (if they do that is!) the buyer will decide based upon a series of factors. Factors that have

Not every seed you plant turns into a flower
Buyers aren’t stupid. And yet many sales and business people treat them as if they are. There are many things that go on within the

The hidden 10% which the Buyer sees
Graham Taylor, my old boss at ICL, told me something once which has stuck with me. I’m not sure if it was his quote or

The Lion will bite you if you show fear
Watch the video below. It’s only for 45 seconds but humour me. There is a reason for me to share this with you. What you

The 55:38:7 Rule
What is the goal when we try and sell something to another person? You may read this opening statement and think it’s a stupid question

Einstein was right
Questions are your Sales SuperPower. Great questions, asked in the right way (next week’s email) open up the buyer to share with you their world.

Your buyers are like an onion
Our Tumble Dryer is on its way out and with the weather as it is, we need a new one. We went into an appliance

The Value Gap
When faced with a decision to buy something, every buyer makes a choice. And it is a simple one. Is the product or service I
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