The truth about trust
One of the most critical steps in sales is gaining the trust of your prospect. Because the human brain is wired for worry we are all wary of anything new. Developing trust in a short amount of time can be challenging but for a sale to be successful, it is essential.. Trust is more than […]Read more
What you need to do if your client baulks
You tick all the boxes but your client hesitates. What will YOU do? Step up or step out? You know the feeling. Your presentation has gone off without a hitch. The client has given every signal that they want your offer – but suddenly the flow of the transaction is halted. The decision making process […]Read more
Are you as impressive in person as you are on paper?
Every piece of your marketing, presentation and branding does one very important thing for you – they set expectations. The way you present your business – from your brand, your website, your bio and your image, even your testimonials – all set clear expectations. What kind of business you are, what level of professionalism people […]Read more
Is it really important to be unique?
60% of people won’t make a decision to work with you because they don’t see the difference between you and your competitors. What makes you different, and how you use this to attract people to your business, is critical. You are judged by: 1) Experience People are reassured by your experience and are acutely assessing […]Read more
The risky business of building confidence
“I spend 90% of my time traveling around the world talking with women and women entrepreneurs and exploring the challenges to women starting, growing or scaling a business. What I’ve found is that the number one (issue) is the lack of confidence”. Ingrid Vanderveldt, founder of Empowering a Billion Women by 2020 (EBW2020) and Dell’s […]Read more
The cost of ‘winging it’
I believe that preparation is the most important element of a successful sales presentation. This includes using scripting in all your sales situations. Great salespeople use a script like a compass to maintain direction, and use behavioural flexibility to build instant rapport. You must spend the time to create the perfect script – or face […]Read more
The pen is mightier than the sword but images pack the real punch!
Neglecting to use images in your sales presentations is like selling on eBay without photos. No matter how succinct your message is, using imagery to reinforce your presentation will maximise your sales results. According to Molecular Biologist John Medina, author of Brain Rules “Vision trumps all other senses. We are incredible at remembering pictures. Hear […]Read more
Are you ready to increase your prices?
Raising the cost of your product or service can be a nerve-wracking process. Will your clients think you are too expensive? Are you pricing yourself out of your market? Are you even worth the price rise? If ever your inner-critic has a fertile field, thoughts of increasing your price tag is it! However it only […]Read more
Purpose drives sales further, faster
Everyone in the business of serving others normally does it for good reason. From a burning desire to make a lot of money, to fulfilling a belief that you can help make the world a better place – most people can pinpoint the reason why they do what they do. But here’s the interesting fact […]Read more
Why your competitors are still outperforming you
Being highly skilled in your chosen field is not enough to truly fulfill your business’s financial potential. Outstanding revenue growth is achieved when your professional skills are matched by your ability to sell. In fact, doing business with professional skills as your only strength is like riding a bicycle with one flat tyre – the […]Read more