I thought we’d benefit from looking at ‘preparation’. It’s easy to forget some of the basics that allowed us to be successful in our early days. Taking the time to be properly prepared for opportunities not only helps us realise …

I thought I’d tackle one of those challenges that we’ve been faced with time and time again in our business career. When we receive the objection early on in our sales process, such as “Can you send me the details?” …

The world of business is a rollercoaster with plenty of ups and plenty of downs. It is a huge challenge and certainly not for everyone. However, for many, the rewards are seriously worth it. The truth of it is that …

Everyone looking to build a business is always on the prowl for new customers and more new businesses. The questions are: What are you doing to find more of ‘the right kind’ of people? Who are ‘the right kind’ of …

It’s time for some Magic Words. These Magic Words are all about giving the customer the perception of choice, because customers love to think that things are their idea. The more the a customer thinks something is their idea, the …

When businesses express a desire to grow, this usually means they need new customers. New customers are a vital part of the process to grow your business and possibly the most important factor; however, they are not the only element. …

On my travels, I am often asked how to find more quality prospects so that time can be spent solely with people looking to invest, rather than with time wasters. People try targeted advertising campaigns and high volume direct mail …

When I first started in sales, I was taught a simple lesson that continues to ring every day I go to work. I was taught the ABCs of sales, and the message this relates to is: Always Be Closing Although …

Business is simple, but not easy. The difference between average and great is typically achieved in the last 10% of the process, which is quite often the time when most people give up. The ability to negotiate effectively when you …

Many of us receive referrals for business opportunities from contacts and customers. For most of us, this is our preferred method of winning new customers and ideally would be the only way to do business. The reason referrals are favoured …