Why tenacity and persistence are essential for sales success
Imagine for a second that you have set up a new business selling a new form of consulting service. There’s nothing like it in the marketplace and you are going to have to educate your clients on its worth. After a bit or research you settle on a price and go to visit half a dozen selected clients to get their opinion. Unfortunately, every one of them says that it’s too expensive. What do you do? A)... [Read more]
Sales training videos coming soon…
For months now my sales training and small business clients have been telling me that they want on demand sales training videos that help them to deal with day to day sales challenges as and when they need them. The first 6 of these videos will be available soon. You will be able to watch them on the move, on the PC or use them as discussion points in your sales meetings to help you to... [Read more]
Achieve Your Goals from ‘Motivate People’ by motivational speaker Gavin Ingham
One subject seems to have dominated my week this week and that’s goal setting and motivating using goals. As a sales expert and motivational speaker this is something that comes up quite often so I thought I would share with you one of the techniques from my book Motivate People which was published by Dorling Kindersley last year… Using imagery is an important and often forgotten part of... [Read more]
Is this time management? A review of The 4-Hour Workweek by Timothy Ferris
Review of The 4-Hour Workweek; Escape 9-5, live anywhere and join the new rich. Thus Timothy Ferris titled his new book. And what a book… There has been a lot of hype about this book. Some of it good, some of it bad. Take two conflicting and contrasting review comments on Amazon… * 5-Star highly recommended, "A must read" * 1-Star Shameless Self-promotion, "Please –... [Read more]
Sales training DVD: Power Canvassing for confident cold calling
Eliminate the fear of cold calling and secure more face to face time with senior decision makers. You can probably count the number of salespeople on your teams who enjoy making cold calls on one hand. Maybe even on one finger! Yet proactive client calls and gaining new business meetings are a crucial part of winning more sales and growing your business. Even experienced sales staff must be able to... [Read more]
Sales training book: Objections! Objections! Objections!
I know that many of you will have read my first sales training book "Objections! Objections! Objections!" but for those who haven’t, here is an excerpt from the end of the book where we start to pull all of our sales skills together. If you haven’t read my book then you really need to try and borrow a copy from someone! It’s super easy to use and incredibly powerful…... [Read more]
