It is what it is
So what are YOU going to do about it?
non-sales
2 things that maximise value
There are two types of value: I rhymed them intentionally to help recall, because they’re worth recalling. If you just provide the value people request, you’re leaving an awful lot of value on the table. Because all of us can only see so far. You provide more value and become more valuable when you also
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This sort of person is going places
I’m often asked by clients which of their current employees should be selling or engaging customers. There are numerous traits that suggest someone could ‘sell’, or be a strong leader (because the two roles are similar). But I’ve boiled down my top three: 1. They have strong ‘belief in cause’ 2. They’re credible in front
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How to sell to smart people
Pay-off: Pick someone smart you need a ‘yes’ from. Follow the advice below and you’ll increase your chancesInvestment: 5 mins. Sign up to monthly posts here You’re reading this because you sometimes have to persuade or sell to smart people. And you’re reading this because you’re smart enough to care about getting it right. Right?
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The top mistake people make when learning to sell
Pay-off: avoid wasting hours trying to learn the wrong thing Investment: 4 mins Sign up to monthly posts here The shortcut to results The shortcut to improving your performance in just about anything is knowing the single ‘right thing’ that you, personally, should learn next. This is the one skill, item of knowledge, or behaviour
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When customers and colleagues are in denial
Pay-off: you might just crack that tough nut who’s in denial Investment: 7 minutes Sign up to weekly posts here Ooh, this is a tricky one isn’t it? Now, let’s be clear, I’m no expert in dealing with ‘denial’ as such. Having said that, the nature of my work means that I work with people
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A simple way to win people over
Pay-off: shift your focus to this and you’ll become more persuasive Investment: 3 minutes Sign up to monthly posts here As with most of the ideas on this blog, this one applies to anyone – that’s you – not just people in sales. This tip applies when you’re interacting with other people and you need
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10 conversations to have before sales training
Pay-off: 10 things to discuss with your colleagues before paying for sales training Investment: 7 minutes Sign up to monthly posts here This article is also on Linkedin here. And if you wish to print and share with colleagues you can download it as a PDF article here. You’re somewhere between the hoping and planning stage
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Want to know how to persuade in just one question?
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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One way to remove buying resistance
(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
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