Why Blockbusters and Blackberry Failed
Bill Gates once said that most people overestimate what they can achieve in 1 year but underestimate what they can achieve in 10 years. Are you over or underestimating right now on what you can achieve in the remaining 359 days of the year? My guess is over but that’s only because it’s how I […]
The Power of the Law of Reciprocity
Ready for Christmas? Maybe you are ready for a break from work but maybe haven’t bought everything yet? Join the club of thousands of others who are seeing the days count down! I have a client who told me once that he forgot to buy anything for his wife and the only thing that was […]
The 6 different methods of prospecting
Success isn’t owned. It’s leased and the rent is due every day. I have to either find new buyers and get them to come to me or go and find them. Inbound leads are great but for me, as a salesperson, there is nothing better than finding a potential buyer who has a problem that I can solve […]
Finding New Buyers (Part 2)
As I mentioned in last weeks blog, finding new buyers for your service is imperative if you are to achieve growth within your business. If you don’t bring new buyers/customers on board, you aren’t going to grow or worst still you are going to go out of business. It’s that simple. Seeing an avalanche of […]
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 to grow. Some don’t. I mean, settling for what you have is ok right? Yes, to many it is. Sadly, I have a mindset which doesn’t let me stop. Not […]
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 meeting, or the desire to try and close before a relationship has really developed. The signs of a bad commission breath are easy to spot. It’s so easy for buyers […]
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 think about it and I will come back to you. I remember those words vividly. It came from the Country Director of a large reseller partner who I was trying to […]
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 and who actually means it? Last week I shared Chris Voss’s brilliant but simple method to understand if someone is lying to you. The skill in being able to spot the lie […]
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 them achieve better sales results. I can and will 😀 When they sign up of course…. The conversation with this potential customer was interesting though. We chatted about what they […]
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 go a bit woo-woo on you. You know. Tye dye t-shirts, hugging trees, you get the picture. I lie. I am not going to start asking you to camp in […]