Finding new buyers is critical if you are to grow your business and to avoid being a Prisoner of Hope as I shared last week. Some want

Desperation is a stinky perfume. Buyers can spot when a salesperson is too keen to win business. Whether it’s being too pushy at an initial

Thank you, James, I really appreciate you sending me this information and proposal, there is a lot to take in here so let me have a

Have you spent this week listening to the different yeses that you got from friends, family and colleagues? And seeing who is fobbing you off

I spoke to a potential customer a few days ago. They have been recommended to me by a business group as someone who can help

This is not going to be your average blog. What is going to be different about it you may think? Because I am going to

Becoming a sales expert is all about knowing your audience. In part, this means listening to the type of language they use in conversation with

Have you ever just come off the phone with a potential prospect and you’re buzzing with excitement! The call went really, really well and you

Not all buyers are the same. That may sound like an obvious statement but it’s an important one. Why? Because all too often, when people

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.