I could be wrong but I just felt you weren’t sure…
As human beings, we put barriers up. We say things that we don’t really mean. How often have you spoken to someone and asked ‘How are you doing’ and you know that you will get a ‘I’m fine thanks’ when deep down that person doesn’t actually feel fine? They are feeling pretty crap in all […]
The body language of sales
Becoming a sales expert is all about knowing your audience. In part, this means listening to the type of language they use in conversation with you, but most importantly: knowing your audience is knowing the unspoken language that they communicate with. Taken from Mehrabian’s 1970’s Communication Model, it’s understood that just 7 percent of successful […]
Why you lost the deal
Have you ever just come off the phone with a potential prospect and you’re buzzing with excitement! The call went really, really well and you felt there was a great connection between you. They asked you to send them more information including your prices. That’s a good sign, right? Time to send the proposal. So […]
Match person A with action C and it will equal….
Not all buyers are the same. That may sound like an obvious statement but it’s an important one. Why? Because all too often, when people sell, they treat buyers as if they are. They take a one dimensional approach. We talk to them in the same way. We share information in the same way. And […]
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 evolved during the course of their interactions with you. And their decision ultimately is a simple one. Did you do enough good things over the course of the time you […]
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 buyer’s mind when it comes to purchasing new services but as I shared a few weeks ago, much of their decision process is based around risk. Buyers continually ask themselves […]
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 one he had learned throughout his sales and business career, but the message resonates… On the road to success, there are very few people on the final mile. Now before […]
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 will see is a man doing a stupid thing for one but there is a reason why the lion reacted as he did. Fear. He could sense the way in […]
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 but stop for one minute and think ‘What do you ACTUALLY WANT TO ACHIEVE’ when you sell? The ultimate goal is to get the other person to pay for what […]
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. If the buyer lets you inside their world or through the layers of their onion (last week’s blog) and the buyer truly believes that you are there to help them […]