Most people will probably associate the words ‘influence’ or ‘persuasion’ with the sales process. However, influencing, in other words, getting another person to accede to your...
As anyone in professional selling knows, your prospect list is your lifeline. No prospects means no sales, and no sales means no money!
Chances are you know things that others would like to learn. If you get that information out of your head and onto your website, it will...
Imagine you are participating in a reality show. You are going on a blind date for the first time. The show organisers have chosen your blind...
There have been many studies on the variances of ‘farming’ versus ‘hunting’ for customers. Farming is looking within your existing customer base for new sales. Hunting...
Where do most of your sales come from? When I’ve asked this question in a weekly lunch I do with 60 business leaders, 59 of them...
There is an old saying that say's, "People will buy on emotion, but justify their decision intellectually." If you study marketing and sales, you will probably...
Why your sales call can get off track, and how to get it on track from the start. I don't suppose you've ever been on a...
Have you ever struggled to start the conversation about money on your sales call? If so, you're not alone. I find that most sales people struggle...
As long as it takes you to have an effective sales call. This is my simple answer to the length of time your sales call should...