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) Reduce the price to match what they think? B) Re-evaluate the product and add more benefits? C) Start negotiating furiously? D) … [Read more...]
Achieve Your Goals From ‘Motivate People’ By Motivational Speaker Gavin Ingham
May 16, 2008 By 6 Comments
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 successful goal setting. By clearly visualizing, your brain will be able to “experience” the achievement of your goals prior to your having … [Read more...]
Is This Time Management? A Review Of The 4-Hour Workweek By Timothy Ferris
April 11, 2008 By 2 Comments
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 - please - don't waste your time with this book. Catchy title - but that's about it." One thing is for sure, this book has generated a lot of chatter and … [Read more...]
Sales Training DVD: Power Canvassing For Confident Cold Calling
April 13, 2007 By 2 Comments
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 ring new clients and get meetings with key decision makers, fast! After writing a recent article on the importance of controlling your attitude … [Read more...]
Sales Training Book: Objections! Objections! Objections!
March 30, 2007 By 1 Comment
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... or so my clients tell me... "Conversation 3: The Existing Supplier Client: “I think that I had better stop you there. I am totally happy … [Read more...]
