Category Sales

Sales: What is your Painful Problem to Solve?

What is your painful problem to solve? Sales is not about describing your product, your process or your friends. It is about explaining to the buyer a problem that they have, and giving them a glimpse of a world where that problem has gone away. What would it feel like to live in a world […]

Framing is Everything

Rory Sutherland tells some wonderful stories about the power of framing.  If you want to be persuasive, you must get good at framing the argument.  Good framing shifts the argument to a playing field where you can achieve your ends and the other can feel that they have gotten a good deal. Prices are not […]

No one buys a $57,000 watch to tell time

I came across this paragraph in a blog post by sales professional Grant Cardone. “No one buys a $57,000 watch to tell time. People buy things to solve problems. The cost of the item isn’t what matters. Once the buyer is able to see the problem the product solves, their decision becomes much easier to […]

12 Vital Questions for Any New Business

Global Entrepreneurship Week It is Global Entrepreneurship Week on 18 November through 23 November.  There are events all over the world.  The overall organisation website is: http://www.unleashingideas.org. You can find out more following twitter hashtags #GEW, #GEWSpain, #IESEGEW.  There will be plenty of events in your city led by Entrepreneurs’ Organisation, The Kauffman Foundation and many more […]

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Yahoo pays Millions to Teen Coder (the real story)

The story in the tech news of the last few days is the purchase of Summly by Yahoo for the sum of $30M, making the 17-year old founder Nick D’Aloisio an instant millionaire. It sounds fairly simple. The story they want you to believe: Teen whizz writes cool app.  App downloaded by millions.  Yahoo gets […]

If You Can’t Explain What You Do in a Paragraph, You’ve Got a Problem

I so loved the title of Brad Feld’s post, that I just had to copy the title. This is an important one.  We live in a world of personal branding, quick online reputation checks and a lot of noise.  Authors, Entrepreneurs and job seekers get less and less time to explain themselves. This morning I was […]

Video: Dealing with Objections

You finish your pitch and the customer says: “Your product is too expensive!”.  You arrive home, you’re a few minutes late: your partner says “You are always late!”.  At a dirty plate left on the table: “you never wash the dishes!” What do you say in this moment? How do you handle objections?  It is possible to take […]

Terrible or Fantastic? Do we need more Shoes?

In the late 1870s, A Dublin-based shoe company sent 2 salespeople from their head office to a new territory in rural Africa.  The two salespeople, Willy and Jimmy, travelled out on boat, trains and foot to reach the rural African areas that was to be their new sales area. 2 months later, 2 telegrams arrived […]

The 3 Basic Questions of Good Business

Good business has been done the same way for centuries. The medium does not change the rules for success. Question 1: Who exactly do you help? Who do you help?  What problem do you solve for them? How can you make that pain tangible for the listener?  Effective sales is about helping a customer understand […]

Don’t Be Cheap.

“Cheaper” is never a deep human life goal. I don’t often hear people say “I wish my life was cheaper”. We never buy because something is cheaper. We buy because of the story we can tell ourself and others when we buy cheaper… I am a smart person because I get good deals. But, Apple […]

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