#1 way to guarantee long buying times
How to shorten your buying cycle and negotiation conversations
Don’t hide from sales
In my humble opinion, the so-called-experts have it all wrong by calling Sales and Negotiation “soft skills”. The skills that I teach, have nothing “soft” about them. They are [...]
Follow up – 2 tips essential tips for successful sales
If there’s one thing I expect when people are selling to me, it’s that they will follow me up. Follow up is a necessary part of converting business. The research shows that 80% of new [...]
Sales process for best performance
Following a process allows you to apply the right techniques, in the right place at the right time. And when done correctly, it should feel to your partner like the two of you are just chatting, [...]
Listen hard if you want to make more sales
Your ability to listen is the #1 way to kill an opportunity to make a sale or positively influence any negotiation. By enhancing your listening skills, you'll become an Active Listener and you'll [...]
Look for The Clues when asking questions
One of the fundamental principles I teach people when selling is to keep your eyes and ears open for "The Clues". Missing these means missing out on sales. Can you afford for that to happen?
The secret to successful sales phone calls
Making sales phone calls can be so much easier if you have a purpose for your call. Calling to ask for the business if unlikely to help you win it.
Here’s how to book more sales appointments
Here’s how to book more sales appointments Video transcript How long is your buying cycle? Do customers buy from you the first time you meet with them, or does it take a few meetings, or a [...]
Want more sales? Talk to more people
Want more sales? Talk to more people Video transcript If you’re not talking to people and you’re not meeting people, you’re just not doing business. It’s not enough to [...]
Is your social media strategy about collecting or connecting?
Is your social media strategy about collecting or connecting? Video transcript Are you in the business of collecting, or connecting? When it comes to making sales, one thing I say all the time is [...]
