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
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
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
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
Don’t be busy, be prepared!
A bustling office and a team of dedicated employees putting in full days can feel like you are running your business at an optimal pace. Your mind is consumed with tasks and to-do lists, and you struggle to stay on top of the mountain of emails and phone calls. But your sales figures don’t reflect […]Read more