Salespeople Who Listen With Their Own Agenda
Let me tell you a quick story of how I embarrassed myself with a potential large client and a senior director in the company where...
Do You Make These Mistakes In Selling?
Most of the early sales training I received had one fatal flaw. That one fatal flaw caused me to under perform as a salesperson for...
Did You Hire Any Of These Sales People?
The sales results you produce in your company are largely dependent upon the quality of the salespeople you hire. Salespeople fall into 4 broad categories....
Stop Selling Solutions That Customers Don’t Want
I spent nearly 15 years in the tech sector selling a combination of infrastructure software and applications. In that sector we love the phrase ‘solution...
Stop Selling Your Products And Services
This is my 40th year in sales. And in all that time I’ve never come across a potential prospect who wanted to buy what I...
Do You Make This Mistake When Selling?
A client recently asked me what are the most common mistakes that B2B sellers make? This was the first one I highlighted to her because...
Why Consultative Selling Gets Spectacular Results
A great many salespeople will say that they take a consultative selling or solution selling approach when working with clients. Unfortunately, the research does not...
Being A Product Expert Is Not Helping
Being a product expert will often hinder more than help your sales endeavours. There are two problems with being a product expert: Firstly, when we...
How To Sell Value-Added Services
If you want to sell high margin value-added services, there is one skill you absolutely have to master. In this short video I will explain...
TRANSACTION BUMPS: How To Capture Additional Sales And Profits On A Daily Basis
Jay Leno (American comedian and TV host) is famous for his one-liners. In this example he’s poking fun at McDonald’s systematic approach to cross selling...
