The main function of a sales person is to encourage customers to purchase goods or services. I often refer to sales people as professional “mind maker-uppers” and if we are looking to help our prospects reach decisions, then we really …

When you take a retrospective look at your life and reflect on the recognition, praise and rewards showered upon you, I am certain you are able to count on one hand the number of occasions you remember vividly and which …

You have often heard me speak about the power of great questions during the sales process. Questions will eliminate the guesswork and ensure you earn the privilege to recommend your products and services. Typically, the reason why sales opportunities are …

We all know business referred from an existing customer is our ideal way to win new business, yet I regularly get asked how to ask for referrals. So I will share with you a tried tested and proven formula. Rule …

In a world full of service providers and people who provide tailor-made offerings and bespoke solutions, it is sometimes very difficult for many customers to enter into a buying discussion. If you provide a service, as opposed to a range …

We All Spend Time, Money And Effort Finding New Customers So We Can Grow Our Business. However, The Opportunity Of Growth Is Typically Amongst The Customers We Already Have. Getting the most from our existing customers is a skill that …

All too often I speak with sales professionals and business owners who are frustrated with the results they are achieving and can’t find a solution to take them to the next level. Often the reason for their disappointing results is …

My favourite area of the sales process, and one I take great pleasure in succeeding at, is closing the order. You will often hear me say the sales process is all about control and how you can steer your prospect …

With technology moving at such a rapid pace, and yesterday’s technologies being out of date by tomorrow, to stay at the head of the game we must embrace this change and move with it.   The biggest change in the …

I am often questioned on the best way of making follow-up calls when chasing quotes or proposals. Now I have a simple take on this and am going to approach this in two ways. Firstly, I want to let you …