Successful selling lying on your back
I never cease to be amazed by how little effort many salespeople put into improving their sales skills. Ironically, of course, if you’re reading this I am probably not speaking to you. If you didn’t care about your sales development and your sales results then you probably wouldn’t be reading this at all. One of the questions that I ask of the audience in my Selling in Tough Markets (or Selling... [Read more]
How to use LinkedIn to make more sales
When I am running sales conferences and sales training sessions I often recommend that salespeople and business owners get themselves signed up to LinkedIn. Not surprisingly I get asked many questions about exactly what LinkedIn is and how people can use it to maintain their sales networks, network for new clients, improve their presence & positioning, and so on… I started to write an article... [Read more]
Invest 15 minutes a day and double your sales results?
As a motivational speaker and seminar leader I speak with tens of thousands of sales and business people every year and my blogs and articles are read by far, far more. Speaking with so many salespeople and business owners gives me a unique insight into what drives people to do what they do and to behave how they behave. I really enjoy this aspect of my role as I am, and always have been, intrigued... [Read more]
How to destroy sales rapport real fast!
As a sales motivational speaker I get the pleasure of working with thousands of salespeople every year and I get asked about many sales training challenges that they face. One area that rears its ugly head quite frequently is the act of reaching and building rapport with senior decision makers. Many succesful salespeople who prospect new clients effortlessly every day can be pushed out of their comfort... [Read more]
What are your favourite sales questions?
All sales training experts and sales gurus alike, myself included, extol the virtues of asking good questions. Asking the right question can develop rapport, increase credibility and turn a sale around. As part of my Real World Sales Tips project I thought that it would be fun to find out what your favourite questions are to ask your clients and prospects. To get you started here are a few from Real... [Read more]
Why practise makes perfect when sales training
When running sales training sessions, sales seminars, sales motivational speeches and sales consultancy I am constantly amazed by the lengths that salespeople will go to avoid practising sales techniques. Like any skill, selling requires practise and the more your practise the mor successful you will be. Check out this excerpt on closing the sale from my forthcoming book, Real World Sales Skills: How... [Read more]
What one thing do you wish that you’d known when you started out in sales?
I recently sent out my Success newsletter and asked people, “What one thing do you wish you’d known when you started in sales?” Here are some of your answers. I think that they’re really good! You can join in by adding your own thoughts and ideas in the comments section below. Make sure that you check out all of the questions and answers in my Real World Sales Tips project amd... [Read more]
My favourite personal development books
One of the most frequent questions that I get asked is, “What personal development books should I read?” Clearly, this is not an easy question to answer as it depends what you are reading them for and what you want to get out of them… Most salespeople, business owners & entrepreneurs want to read personal development books that deliver quantifiable results. They want to read books... [Read more]
How to listen for hidden client objections
Salespeople and business people know that listening skills are essential yet when I run sales training seminars I am constantantly amazed by how poorly most people listen to their prospects and clients. This may well be that people have had too little sales training in this area, it may be that they hear what they want to hear or it could be that they just don’t care. Whatever. The ability to... [Read more]
Why you must run sales competitions
A well run sales competition can stimulate and motivate both you and your peers like nothing else. Some of you will be lucky enough to work for companies that run great sales competitions. Some of you won’t. But you know what? It doesn’t matter. Some of the best and most successful sales competitions that I have seen have been set up by the team, for the team. There’s nothing stopping you and... [Read more]
