Sales Tales & Motivation From Readers
As I write this, I am sitting on the balcony overlooking Red Wharf Bay looking forward to a “week off”. I guess, like many of you, I never really take time off work, choosing instead to combine holidaying, recharging and various condensed business activities. One of the activities I am in the middle of completing is tidying up my email inboxes and I thought I would share with you just a few of... [Read more]
Cold Calling Campaign… Does This Look Like Your Office?
The cold calling campaign at Sales Inc. was not going to well! I’ve seen plenty of sales offices that look like this as I am sure you have too. Perhaps you’re looking at one now and pulling your hair out! It’s amazing the excuses that salespeople can come up with when trying to avoid contacting new and (even) existing customers. If you don’t want your sales office to look... [Read more]
Should I Hire A Sales Coach?
I received this question the other day and I started to reply and then realized that the answer would be really useful for many of my readers… I follow your regular updates with interest. I’m doing some work on goal setting at the moment both personally and for clients. One of the personal goals I’m toying with is the idea of hiring a personal sales mentor/coach. I was interested... [Read more]
APSCo Members Conference, 2010, Brave New World
I am delighted to have been invited to speak for the 2nd time at the APSCo Members Conference on Thursday 30th September at the Hilton London Tower Bridge. I spoke at the APSCo (or ATSCo as it was then) conference in 2008 (ATSCo 2008) and it was a great event. I know this isn’t for all of my readers but if you are in recruitment and you’re a member, then why not come along? This may well... [Read more]
How Not To Sell High Value Products & Services
At the back end of the year last year I moved house and over the last few months we have been gradually putting our own touches to the house. I don’t have a lot of time (what with speaking at sales conferences and writing sales books and audios) and I don’t do things myself and I am very much of the belief that if I can pay someone to do something and I can get on with my life then that’s great.... [Read more]
When Your Prospect Or Customer Says, ‘No!’, What Do You Hear?
Here’s another question that came up recently. “When your prospect or customer says, “No!”, what do you hear? How do you react? Rejected or challenged? What advice would you give to somebody just starting out?” As a sales motivational speaker I see the negative consequences of sales and business people dealing with this badly every day so here is my advice… It’s... [Read more]
What Are The First 15 Words To Say To A Prospect To Get Them Hooked Into A Conversation?
Here’s a question that one of my contacts asked recently that I thought I would share with you, “So I have got past the gatekeeper – after the introduction, what are the first 15 words (or so) I say to a prospect that’s going to get them hooked into a conversation?” And here’s my answer… One of the questions I always ask delegates in sales training seminars... [Read more]
Football, Fantasy & Sales Success
Over the last couple of weeks I have been enjoying watching sports on the TV – most notably the football and the start of Wimbledon. After watching England play half-heartedly against the highly motivated US team and then appallingly against Algeria, they showed some flashes of inspiration against the Slovenians but then sat back in the last 10-15 minutes and were lucky to hold onto their win. One... [Read more]
Bert Was Waiting For Motivation To Strike
We all know a Bert. We’ve all met a Bert. And we’ve all worked alongside a Bert. Maybe, secretly, you think someone you work with is a Bert. Maybe they think you are! Bert is just a normal guy, with normal friends and normal colleagues and he faces the same normal challenges that we all do, every day. If Bert’s antics and adventures amuse, inspire, educate, strike a chord or just... [Read more]
Sales, Not Rocket Science!
I’m in Spain this week working on a couple of new sales books and doing a motivational sales talk at a gig in Alicante at the end of the week. As I have a place out here, I thought it made sense to mix some business with some nicer weather and some writing and as usual, I have been nothing but impressed by the work ethic of some of the street salespeople selling bags, sunglasses and trinkets. Annoying... [Read more]
