I’ve been on my first long distance travels for the last 2 years. I am in Montevideo, Uruguay this week teaching at IEEM Business School. I’ve been coming here for the last 12 years (last year was a virtual visit via zoom). Many of my classes this week finished with participants commenting on the importance … Read more
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
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 … 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
There is a classic sales interview question where the interview pushes a pen towards the interviewee and says “sell me this pen.” You might have seen the question in the movie The Wolf of Wall Street. How do you Sell a Pen? Don’t start with the pen. Start with the person in front of you. … Read more
…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 … 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
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