7 Words we dread to hear from potential buyers
Thank you, James, I really appreciate you sending me this information and proposal, there is a lot to take in here so let me have a
It’s not what you say, it’s the way that you say it
Have you spent this week listening to the different yeses that you got from friends, family and colleagues? And seeing who is fobbing you off
If it was good enough for the FBI then…
I spoke to a potential customer a few days ago. They have been recommended to me by a business group as someone who can help
The hidden skill which could make you a sales superstar
This is not going to be your average blog. What is going to be different about it you may think? Because I am going to
I could be wrong but I just felt you weren’t sure…
As human beings, we put barriers up. We say things that we don’t really mean. How often have you spoken to someone and asked ‘How
The body language of sales
Becoming a sales expert is all about knowing your audience. In part, this means listening to the type of language they use in conversation with
Why you lost the deal
Have you ever just come off the phone with a potential prospect and you’re buzzing with excitement! The call went really, really well and you
Match person A with action C and it will equal….
Not all buyers are the same. That may sound like an obvious statement but it’s an important one. Why? Because all too often, when people
Are you in Buyer Credit or Debit?
When it’s time to make a decision (if they do that is!) the buyer will decide based upon a series of factors. Factors that have
Not every seed you plant turns into a flower
Buyers aren’t stupid. And yet many sales and business people treat them as if they are. There are many things that go on within the
The hidden 10% which the Buyer sees
Graham Taylor, my old boss at ICL, told me something once which has stuck with me. I’m not sure if it was his quote or
The Lion will bite you if you show fear
Watch the video below. It’s only for 45 seconds but humour me. There is a reason for me to share this with you. What you
The 55:38:7 Rule
What is the goal when we try and sell something to another person? You may read this opening statement and think it’s a stupid question
Einstein was right
Questions are your Sales SuperPower. Great questions, asked in the right way (next week’s email) open up the buyer to share with you their world.
Your buyers are like an onion
Our Tumble Dryer is on its way out and with the weather as it is, we need a new one. We went into an appliance
The Value Gap
When faced with a decision to buy something, every buyer makes a choice. And it is a simple one. Is the product or service I
Your Buyers don’t want you to be subserviant
Oh thank you so much for your time”. “I really appreciate you giving me the opportunity to speak with you”. “I know you are so
Three ways to use your network to grow your network
Finding new buyers for whatever we sell is crucial. We can maintain our business by continuing to work with the customers we already know but
Why Blockbusters and Blackberry Failed
Bill Gates once said that most people overestimate what they can achieve in 1 year but underestimate what they can achieve in 10 years. Are
The Power of the Law of Reciprocity
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The 6 different methods of prospecting
Success isn’t owned. It’s leased and the rent is due every day. I have to either find new buyers and get them to come to me or go
Finding New Buyers (Part 2)
As I mentioned in last weeks blog, finding new buyers for your service is imperative if you are to achieve growth within your business. If
Finding New Buyers (Part 1)
Finding new buyers is critical if you are to grow your business and to avoid being a Prisoner of Hope as I shared last week. Some want
Avoid becoming a prisoner of buyer hope
Desperation is a stinky perfume. Buyers can spot when a salesperson is too keen to win business. Whether it’s being too pushy at an initial