The importance of …………….. to us all
Whilst I may not have an Aprils Fool email for you today, I do want to talk about something important when it comes to Sales.
Too many clients say no after they’ve said yes
Is this happening in your business? The elation of a deal coming through quickly subsides when we follow up to onboard and arrange payment, and
My prospects ignore me after the first conversation
You’ve had a great initial conversation with a prospect. You thought they loved what you do. There was a connection and you both felt it
I struggle to discuss pricing and budgets in sales conversations
Is this happening in your business? You build great connections with prospects and get on brilliantly with potential customers but you often avoid the “pricing”
I don’t know how to turn a chat into a sales conversation
Is this happening in your business? Scenario: You love getting to know people you meet and speak with and you understand the value of building
How do I close business without sounding cheesy or false?
No one enjoys being sold to in a “pushy” or “cheesy” manner. Equally, no one wants to be seen as one of these types of
Is the drive or time really worth it?
I have taken a few days off with my wife this week to travel to York and whilst we were in the car on the
Don’t leave yourself a prisoner of Hope
I was speaking with a good friend of mine last week who is in the sports business and who represents a couple of key professional
Why you need to be so careful when using LinkedIn Lead Generation Agencies
The drive for growth and to build our companies is one that never stops but it leads me to the subject of this morning’s email.
Three ‘refocusing’ actions you should do in March
One of the best tips I give to companies I mentor is for them to spend a huge amount of time putting themselves in the
Be braver about your pricing
Pushing Yourself With Pricing I held a group call with an amazing group of ladies on Monday and much of the conversation was about how
Interesting or Spammer?
You have a choice on LinkedIn
I see SO MANY companies getting it wrong when it comes to their sales approach on LinkedIn. It’s hard to put into words the number
Everything you need to know about Lead Magnets
Lead Magnets… What are they? How do they work? How are they useful in sales? What can you do to put one in place? Keep
Are you talking to the decision-maker?
AUTHORITY The key thing around authority is that you must ensure you are dealing with someone who has the ability to say yes to a
How to REALLY understand your prospects
Salespeople often find themselves so occupied with selling their service, that they forget the most important person in the room: the customer. As a salesperson,
How to go about Outbound Prospecting
If business isn’t coming to you then you have two choices. You either sink or you swim. What do I mean by swimming? Simple. We
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