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
How to avoid buyers remorse
What is Buyers Remorse? You have sold your solution to a customer thinking that it’s a done deal and everything is rosy but then sadly
365 Marathons in 365 Days
I said last week that I would share with you what I managed to achieve and so here are 5 of the items on my
It’s TIME for a change
Time is the great leveller for ANYONE in business. Whether you are Elon Musk or Linda Yaccarino (Twitter’s new CEO, smart move Elon!), we all
How to make your customers feel like royalty
Hello May! I hope April turned out to be as successful as you wanted it to be. If it wasn’t and you are struggling, how
Never. Ever. Give. Up.
I am sure you have all been on the edge of your seat (lol) wanting to know whether my golf last week got any better
How sales is like golf
I am very lucky this week to be spending some time away on my annual golf tour to sunnier places with some great friends. I
Finding New Buyers (Part 1)
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
Avoid becoming a prisoner of buyer hope
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
7 Words we dread to hear from potential buyers
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
It’s not what you say, it’s the way that you say it
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
If it was good enough for the FBI then…
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
The hidden skill which could make you a sales superstar
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
I could be wrong but I just felt you weren’t sure…
As human beings, we put barriers up. We say things that we don’t really mean. How often have you spoken to someone and asked ‘How
The body language of sales
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
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