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 shop and as night follows day, we were greeted with the standard ‘Can I help you?’ 😠 What do you think our response was? Even though we had a problem […]
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 am looking to buy worth the money that the other person/company is charging? To make this decision the buyer will consider a number of factors. Here are 5 of the […]
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 easy for us. They put up barriers. They protect themselves from ‘nasty’ salespeople who they think (wrongly I know but so many salespeople sell badly) will take advantage of […]
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 are providing will work. They need to feel SURE. They are going to have doubts. It is natural. They want to believe but natural brain thoughts make small dents in […]
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 blog? It’s here. If a buyer doesn’t feel sure (or assured) that the service they are purchasing will work or achieve what they want, they say no. Or say ‘I […]
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 to XX? To get inside the buyers mind, we have to think like them. We have to get outside of our own shoes and our preconceived ideas. We need to […]
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 cycle 100 miles in 24 hours. It’s a tough challenge which starts at 5:30 am and goes on until 8:30 pm, but one which when achieved, makes you believe that […]
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 how to get through Gatekeepers. Gatekeepers are there to stop you from accessing your prospect, but how can you overcome them? Notice I used “overcome them” and not “get through […]
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 never been before, and what is clear when you are here is the extent of the history here. It is incredible. I went to see the location of the first-ever Theatre […]
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 people to buy? How does the buying brain work? I first started to get a love for the concept of Behavioural Economics when I read a book called The Voltage Effect by John […]