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
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 … Read more
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 … Read more
Start building network, blog, educating 1 year before you make the leap. Build community. The first sales will always be to friends. Make those friends.
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 … Read more
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 … Read more
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 … Read more
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 … Read more
“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 … Read more
Don’t rush to the solution. You need to go through a good diagnosis process before the listener is ready to hear the solution. If you rush to solution, the listener is not ready to trust you. Do you take time in your meetings to really ensure that everyone shares the view of what the problem … Read more