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
My name is … and I …
If you are not a natural people-person, then meeting new people at events can be incredibly daunting and it becomes even more challenging if you have to stand up and say something.
Buyers LOVE Consistency
The best way to build credibility and trust with potential buyers is to do what you say you will.
It works. Even when they don’t want to engage with you.
It’s not words that build trust but actions!
Resisting the urge
Many can’t fight the urge. They don’t mean to do it, but just they can’t resist.
They often don’t even realise the impact it has had on other people.
Especially potential buyers of their solution.
The FTM for your Buyer
Around 8 years ago I met my good friend Alexander Seery for the first time. He came down to my old office in Somerset and
The best OBSESSION your business needs
February is a strange month. It’s the shortest, and it’s also the time where many plans and goals for the year usually start to come
TOFU, MOFU, and BOFU
Let me describe the perfect sales scenario for you. Prospect finds out about your company Prospect looks into your company and what you do Prospect
Few do this with buyers
Most people who sell to new buyers have the same boring and ineffective approach. You will have received the same emails as I get. You
Email + ? = Higher Chance of Success
Last week’s blog was popular. Subject lines, email content, and calls to action are all critical elements of how you get your emails to potential