I’ve done a lot of sales over the last 16 years. I was bad at the beginning, but step by step have learnt how to sell. There are always 3 big questions in the mind of any buyer that you must be able to address if you are to move forward with a contract. The … Read more
A great short video on sales by entrepreneur and speaker Rich Mulholland. If you want to be successful in sales, don’t sell to NINAs, don’t sell to LILAs… focus on the DEMAs… If you are reading this via email, check out the video: Don’t Sell to those who can’t Buy A handy Glossary of Rich’s … Read more
I’m committed to sharing 1 new youtube video each week for the whole of 2017. This is week 4 and my video today is “How to Improve your Sales Process (4 Personal Habits to Develop)” PS As of last night… I’ve updated my channel graphical look. I’d welcome your thoughts on the new look Rhetorical … Read more
One of the hardest parts of leadership is getting people around you to take action. It is easy to get people to agree generally that things could be better, it is a vastly different conversation to look them each in the eyes and ask that they tell you directly how they will be taking action … Read more
Over the last 10 years I have increasingly moved from product businesses towards a services business. In the world of private jets we had simple rules: if the trip is not paid, the plane doesn’t leave. It was policy, not decision. In the world of coaching leaders to build cultures of disciplined high performance, there is … Read more
How do you set limits on “Free”? I teach communication skills. I help entrepreneurs deal with leadership challenges. I find it hard to effectively manage the gap between free advice and paid consulting. “Would you listen to my speech?” or “Can we meet for a coffee, I have an important meeting coming up?” I find … Read more
There are 3 objections that must be overcome to get somebody to buy: 1. why buy anything 2. why buy from me 3. why buy now Why buy anything? The first objection is showing that not taking action is not a viable option. The problem must be made explicit and brought to the full attention … Read more
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 … Read more
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 … Read more
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 … Read more