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

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

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

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

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

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

Got a burning sales problem you want James to write a blog about?

Ask it here

Got a burning sales problem you want James to write a blog about?

Ask it here