Tag: Sales
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Entrepreneurial Sales: 3 Keys to Successful Selling
This video is about 3 sales lessons that I have learnt running 5 businesses over the last 15 years as an entrepreneur and chief salesman. I thought I was good at sales when I first set up my own company. I was not. I had a lot to learn. Sales is about getting in front…
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Sales Training 101: Fish where the fish are
…not where you would like them to be. I spent over 10 years building entrepreneurial ventures that had a lot of selling involved (insurance, business services, restaurant franchises, aeroplanes). Fish Where the Fish Are I met a young entrepreneur last week at Startupbootcamp. He told me “I am not good at sales”. I said “What…
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How to Stop Offering Free Advice and Make the Sale
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…
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Setting Limits
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…
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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…