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 …

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 …