The Difference between a Small One and a Large One
Do you know the difference between a small sale and a large Sale An excellent book that I have had tucked away in my library is called Spin Selling by Neil Rackman. In Neil's book, he maintains that there is a difference between a small sale and a large sale and...
Reducing your Business Risk is Easier than you think
Reducing your business expenses is easier than you think A leading manufacturing company based in Japan is said to have saved a quarter of a million dollars just by turning off the lights. The company ran a competition with a reward asking people to answer this...
The Map to An Open Mind
This week I want to share a story about a father and son and the importance of having an open mind.* The Newspaper story A man is busy working at home when his young 5-year-old child comes into his study and with the enthusiasm that children have in abundance, he asks...
“ Sales are contingent upon the attitude of the salesperson? Or the attitude of the prospect”
Photo - Austin Kleon- Steal like an Artist “Are Sales are contingent upon the attitude of the salesperson? Or the attitude of the prospect” I get to hear good stories from all over the world as to how salespeople are making a difference to people’s lives. In many...
“I think we are onto something”!
All Systems Go- The Journey Begins. In my last blog, I talked about Selling what you can't see, and how Doug Gold, my business partner and previous owner of the More FM network came up with an idea to sell media inventory that went on to dominate the direct media...
Selling what you can’t see
When I came into media, my main challenge was to sell something invisible. I learned that people buy ideas more than things. They buy concepts, promotions, and methods for getting people into their stores. In the early 90s, the media industry in New Zealand was...
What makes great salespeople great?
What makes great sales people great? The common misconceptions about salespeople can be tough to get over because they are so ingrained in our culture. It helps to see what successful salespeople actually look like. Most of the great salespeople aren’t all...
The Best Salesman I Ever Met… Wasn’t a Salesman
The Best Salesman I Ever Met ... Wasn't a Salesman. Do you think you know what a successful salesperson looks like? Are you picturing an expensive suit, a flashy smile, and a smooth, practiced pitch? That’s what we imagine when we think of sales, but the truth is that...
Selling the Zara Way.
Selling the Zara Way. Selling the Zara way. Over the last 12 months there has been a lot of talk about Amazon and its threat to retailers and business owners here in New Zealand and in Australia. This follows the possibility that it may establish a direct presence in...
Negotiation is a form of Selling True or False?
Negotiation is a form of Selling True or False? We all know that Negotiation is a form of selling, and our ultimate goal is that everybody wins. Impossible, right? Maybe not. In my book Selling is Not Optional- How to Master the most important skill in business and...