Stop talking! It is costing you a fortune
Most people who wish to run a successful business choose an area they are passionate about. The problem you are solving for your clients is something that occupies the pre-frontal cortex of your brain 25 hours a day. You love to talk about what you do, your enthusiasm bursting out of you like an amateur […]Read more
The trout fishers’ guide to superior sales
Sales are a lot like fishing. You can roar out of the marina in a big flash boat with all the bells and whistles, and head to the open waters, a churning wake behind you. You can throw an enormous net into the ocean and pull in a massive haul. But what if you want […]Read more
The number one way to reach expert status
You have been in business for years. You expand your knowledge at every opportunity and your professional presentation is flawless. But like getting stuck in a mediocre grade in your chosen sport, you don’t seem to be able to crack the ‘expert badge’ for your industry. Experts can sometimes look like Olympians – that rare […]Read more
Give the gift of value
Pricing your product and service is a balancing act that requires finding the fine line between what you need to keep running a successful business and what your clients are prepared to pay for your offering. And then there is the additional value you give them – the gift of the unexpected, of surprise. It […]Read more
Silence your harshest critic forever!
Words, the way you use them and the effect they have over others is at the centre of your ability to sell your product or service. Mastering language and communication is an essential part of creating rapport with others, and conveying messages and meaning. But what about the way you speak to yourself – how […]Read more
Get into the Yes! zone – positivity sells
People buy from positive people. Your ability to project confidence and positivity throughout every aspect of your business life is crucial if you are to be successful – especially in sales. Three tips for igniting the right reaction: Be Prepared: Knowing there should be no surprises allows you to lead, rather than react. This gives […]Read more
The secret step successful salespeople never skip.
Let’s get one thing straight: if you fail to follow-up your opportunities or sales prospects, you are throwing away significant revenue. The fortune is in the follow-up. Following up your prospects is an essential step to proving your credibility and securing the financial viability of your business. It is also the one step that even […]Read more
Nothing turns people off faster than feeling unimportant
A person who feels insignificant in your presence will never buy from you. The way to demonstrate a client’s importance in a sales meeting is to be diligent with preparation. This is the difference between yes and no. Feelings of importance release the happy brain chemical serotonin, which in turn deactivates the threat response that […]Read more
Who is the most important person in the room?
Sales presentations and new client meetings can play havoc with your nerves and your confidence. For you, there is a lot riding on the outcome of the meeting and it is easy to let your inner critic get the upper hand and pull you into a negative mindset. A negative mindset and low confidence will […]Read more
The time of your life
Time is money – this adage has been around for generations – the more time you spend working, the more money you will have. And yet, you never have enough time. Your life is scheduled to the very last minute and then you manage to grab some more time by sacrificing some, well, time. If […]Read more