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 sportspeople. He tries to find them sponsorship and also looks to broker deals with advertisers for other organisations. He was pretty downbeat when I spoke to him as a deal […]

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 of rubbish connection requests and purely selfish messages I get from people and I cannot tell you how much this approach is NOT the way to network effectively on LinkedIn. […]

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 deal… the person who can sign off and get the deal done. If you aren’t talking to the right person, you’ve got no chance of winning business! You’re simply wasting […]

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, your product is only 50% of the appeal, the other 50% is how you deliver the product. Look at your sales pitch as you would a good book. You want […]

Four step process to follow for any first prospect meeting

The first time you have a meeting with someone you either have a chance of winning business or potentially losing it. In this blog, I am going to share with you a simple four-step process to follow for any first meeting you have with a prospect Whether it’s a referral or a new opportunity, this […]

Failure is a good lesson!

In this blog, I am going to share with you three businesses and ventures and investments that I’ve made that didn’t work out and I’m going to share with you the reasons why they failed, what I learnt from them and how you can not make the same mistakes I did. I have made a […]

4 ways to create urgency in sales

Being able to create urgency in the sales process and get business converted when you want it (rather than when the prospect wants it) is a big challenge for many small business owners. Here are 4 ways in which you can create urgency in the sales process to get the results when you want them. […]

The 3 sales conversations you should be having

I’m setting you a task for next week.  It’s something rather bold, and certainly very challenging! I am going to challenge you to overcome something that may be holding you back in your sales success. “What fear”, I hear you ask? “I love talking to my customers and prospects who have called in.” Yes, but […]

Change these 8 words and improve your sales

Do you want to become more successful in sales? If you do, stop using these 8 words that are harming your opportunities and the chance to win more business. STOP USING COST USE INVESTMENT When prospects see or hear the word cost they think it’s something that they would rather not do. They question the […]