Online is not in-line with real connection
Stop hiding behind your computer and speak with your clients. We agree that digital communication and social media platforms allow for fast and easy communication with large audiences. But online is a faux relationship. Your audience is looking at you – but you don’t know who they really are. Or what they are really thinking. […]Read more
I hope they don’t…
Preparation is the key to success – it provides clarity, confidence and conviction. But how much preparation is enough? How much is too much? It is obvious – the higher the stakes, the more preparation you must do. Parachutists prepare diligently as do combat soldiers and race car drivers. But what happens when our lives […]Read more
Sales maker or order taker, which one are you?
Your choice to be one or the other is the difference between sustainable success and deliberate failure. Order Takers often refer to themselves as great servers. They love to be friends with their clients and although they don’t feel it – are on the back foot in negotiation. Put simply, Order Takers are at the […]Read more
Overcoming the price objection
What is your product or service worth in the mind of your client? There are two ways to increase your value reduce the price raise the benefits. Constantly dropping your price will cut into your margins and threaten the sustainability of your business. People know that rock bottom price also equates to low quality […]Read more
For sales success, speak like a doctor
Your clients are like patients; they are looking for someone to help them understand what is wrong, and more importantly, how to fix it. They are looking for an expert, a trusted advisor who is accomplished at solving the problem they have. In a sales situation, assume the leadership role and speak like a doctor. […]Read more
What you are doing that costs much more than it should
The saying “If you’re not moving forward, you’re moving backwards” is never truer than in business. To keep on top and stay ahead of your competitors, you need to be constantly looking to improve your current position. A very common way to do that is through training. Troublingly though, only 20% of what is taught […]Read more
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