Simple. Be ‘pully’. Do all you can to get alongside your customer. Get up on the platform with them. Scope out the scene with them. Define and agree on the problem. Consider your options, side by side. Then, alongside them, “pull” the right solutions in. Simples.
Pay-off: become better at steering others towards action Investment: < 2.5 min You’ve no doubt heard that people buy emotionally and justify with logic. Another way of looking at it is that logic makes us think and emotion makes us act. What do you want your customers to do? Think, or act? You’re probably rightly …
Pay-off: from smart to commercially smart Investment: < 2 mins Typically intelligent (and very nice) people I work with say, “We’ve got some excellent intellectual property”. I say, “Well, whoopee.” (in my head, with professional respect, obviously). (Please note, I’m paid to think this. I’d be utterly useless to my clients if I simply rejoiced …
Turning smart ideas in to value, business and money Read More »
(plus an important bonus 8th one) Pay-off: avoid being an average/mediocre sales person Investment: >1 min Persistence “Never give in! Never never never…”….except…when flogging a dead horse. Better to know when to adapt, when to quit and move on, and when it really is right to persist. Likeability “People buy from people they like”…except…when they …
7 sales advice caveats that mediocre sales people miss Read More »
Pay-off: immediately and easily actionable way to maximise future sales Investment: < 2 mins Reaching out to new people, creating new conversations and building mutual trusted relationships effectively and consistently is hard. Uncomfortable. Scary even. I know this because the nice, professional, polished, intelligent people I work with each day tell me this. Well, they …
The easiest way to increase your sales long term Read More »
Pay-off: an instant improvement to your BD behaviour Investment: > 2 mins I’ve written this post to help you get clarity on your role in business development and instantly kick off with strong business growth behaviours. Business development vs sales There was a time when ‘sales’ and ‘business development’ technically meant different things. Business development …
Reversing the cost of the ’business development’ title Read More »
Pay-off: remove what threatens your progress this year Investment: < 5 mins Happy New Year! Well, I am sorry to start 2016 off with such a miserable sounding title, but you’ve probably seen enough optimistic articles on new year resolutions and setting new goals for the year ahead. I don’t need to add to those. …
Why most people’s new intentions to change this year will fail Read More »
Pay-off: future-proof your career immediately Investment: < 2 mins Are you comfortable in your career? If so, you might be a sitting duck. As time progresses, your comfort zone becomes uncomfortable. It’s inevitable. It’s either happening right now, and you’re feeling it, or it’s about to happen sometime soon… What is more comfortable, as time progresses, …
Pay-off: no excuses about what to learn Investment: 2 mins Learning how to learn fast was the most important sales skill I ever learned. Why? Because you’re armed to: learn and improve your sales approach rapidly quickly learn about your customer’s business and challenges keep up to date easily with industry/market changes stay on top …
33 things worth learning to consistently win more sales Read More »
Hint: it’s NOT ‘don’t take it personally!’ Pay-off: the fastest way to turn sales rejection into more sales Investment: < 3 mins Please share this with anyone you know in sales. They might be very grateful. This works for sales people and anyone who’s faced or will face rejection. (Bit broad? Never mind, it’s an …
The surprising and most rewarding way to deal with (sales) rejection Read More »
