Pay-off: equip yourself to convince others with just one question Investment: 7 minutes Sign up to weekly posts here Soon you will face a conversation where you need to convince someone to do something that you believe will create a win:win for you both. In that conversation, every single thing you say or do will either …
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Pay-off: if you or your team do this, you’ll no longer be ‘too busy to sell’ Investment: 3 minutes Sign up to weekly posts here We’re all busy. But the busiest of all of us; those who are expected to sell who find it really uncomfortable. These people take ‘busy’ to new levels. After all, …
(And how to help people avoid acting like jerks!) Pay-off: get this right, and you’ll find selling a lot nicer Investment: 3 minutes Sign up to weekly posts here Every day I work with people struggling to sell. Less often I work with people who sell well. Makes sense. I learn a hell of a lot from …
Pay-off: engage more prospects, more successfully Investment: 4 minutes Sign up to weekly posts here You might have seen the cartoons below. Frustrated salespeople share them on social media for light relief. Clearly, there’s some truth in them. And they’re amusing. But keep in mind that while you’re busy laughing at them, the next person could be …
Pay-off: avoid the biggest roadblock faced by consultants who sell Investment: 3 minutes Sign up to weekly posts here Results are obtained by exploiting opportunities, not by solving problems – Peter F. Drucker This is a message for intelligent consultants who contribute to sales or business development: You’re smart, I know. You’re proud of your …
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Pay-off: learn the single most important way to build trust in conversation (beyond simply ‘listening’) Investment: >2 minutes Sign up to weekly posts here Trust is the linchpin to a successful and ongoing business relationship. It’s the conduit to connecting value, creating win:wins and mutually progressing and growing your businesses together. Caveat emptor and caveat venditor …
Pay-off: 6 actionable ideas to help your clients see (and buy) your difference Investment: 4 minutes Sign up to weekly posts here Unlike the man in my following story, my own clients don’t sell fish. But they can learn some useful lessons that will change how they approach business development and the results that they get. Strap yourself in, …
Pay-off: do this and you’ll get lots more yeses Investment: 4 minutes Sign up to weekly posts here No one likes pushy. Pushy pushes people away. Systems scientist, Peter Senge said, “The harder you push, the harder the system pushes back.” So, at the risk of stating the obvious, if you’re receiving push back, you must be …
Pay-off: become more comfortable selling Investment: 40 seconds Sign up to weekly posts here To anyone who is uncomfortable selling themselves: You’re smart You’re not pushy You’re good at your job You want to help You’re a problem solver You’re a good person You’re professional You’re reliable You’re organised You’re trustworthy You’re honest You care And you’re glad you’re …
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Pay-off: handle sales radio silence, make progress, and stay sane with customers who have gone quiet Investment: 5 minutes Sign up to weekly posts here You put a lot of time and effort into being polite, professional, and helpful. You work hard to create a win:win outcome. You do your best and tick the right boxes. …
