Pay-off: A 2 step process to win people over Investment: 2 mins One of my favourite all time quotes is this: The reasonable man adapts himself to the world; the unreasonable one persists in trying to adapt the world to himself. Therefore all progress depends on the unreasonable man – George Bernard Shaw I’m a …
2 steps to winning sales (by being unreasonable) Read More »
Pay-off: You might genuinely laugh out loud. And become more influential.Investment: 5 mins I’ve possibly just written the worst title to what could be the best ever blog post. It could be. You’ll never know unless you read it. Before explaining why I’ve written such a subjective, vague and utterly ridiculous title, let me just …
Pay-off: learn how I download new skills and capabilities fast Investment: 2.5 mins A few nights ago, I did the closest thing to ‘downloading’ a new skill, within 3 hours (think Neo in the Matrix downloading the skill of flying a helicopter quickly, and we’re heading in that direction!) I used an approach I regularly …
10 steps to ‘download’ new skills and capabilities fast Read More »
Pay-off: you’ll earn more ‘yeses’ and more rewards in your career Investment: < 10 mins (3 mins reading + 5 minutes exercise) Those who learn twice as fast as others and get twice as many “yeses” from their customers, colleagues and managers share something in common; they’ve found and aligned their sweet spot with the …
Pay-off: do these 4 things well consistently and you will increase your sales Investment: 30 seconds 1. Get in to your customer’s head study what they’re saying/doing online and in person find out what/how they think about relevant things 2. Determine where they want to be and why what do they want to achieve and …
Pay-off: enables you to work smarter not harder to reach more people Investment: < 2 mins How many people that you talk to might want what you offer? Vs How many people are out there that each of these people know who might want what you offer? These two figures are worlds apart. So why …
Pay-off: sales fear = no sales. Sales courage = some sales. Sales enjoyment = many sales. Investment: 5 mins Fear of selling is common and costly. It’s common for non-sales people but also surprisingly common for full-time sales people too. And they usually tell you that they have sales-fear using secret code phrases: “I didn’t/don’t …
6 ways to reduce your fear of selling immediately Read More »
Pay-off: helps your team spot many more business opportunities and connect with customers better Investment: 6 mins This story shows how easily value can be created for customers, or destroyed, and the impact on the customer, non-sales person and the business. Unfortunately I feel that something along these lines is costing most businesses a lot …
Pay-off: will improve how you invest your sales performance budget Investment: 1.5 mins “Give a man a fish and you feed him for a day; teach a man to fish and you feed him for a lifetime” – proverb The main problem with one-off sales training The main problem with one-off sales training is that …
The lever that maximises your sales team’s performance Read More »
Pay-off: avoid unwittingly killing the sale (or a date!) in the very early stages Investment: < 3 mins In this post we’ll look at the very best way to lose your sale or date early by watching a professionally clumsy approach from Jon Favreau in the movie ‘Swingers’, together with 5 main tips to avoid …
