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

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

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

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

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

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.

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

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

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

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

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

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

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

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

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