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

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

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

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

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