Understanding what your customers value is one of the key things you need to understand. If you don’t understand what your client values, then you're in trouble. One of the mistakes that many salespeople make is they present the price early, without actually...

One of my mentors years ago said to me, “It’s not what you think that matters, it’s what you think about that matters.” He believed that you could change your life by just changing your thoughts. I have learnt over the years, that you can radically change the way you...

Hmm, tell me more I asked? Well, we have a local smallgoods company that is keen to get some help on their sales. Could I adapt 25 years of selling media, retail, and other products to this challenge? Why not? Over the last 18 months working alongside a great team of...

This week we know the situation of COVID-19 in New Zealand. It’s no longer in the community. There is still a lot of fear out in the community however and we need to recognise that with our clients. Fear. What does that mean and how do we overcome it? What is fear? I...

Are You Making A Comeback? A few weeks ago, I wrote an article on Coca-Cola and how they made their comeback during the Great Depression. This week I am going to talk about Proctor & Gamble. Soap and the power it has over us, even today. As they came out of the...

One of my clients runs a fish supply company. He sources his product from all over New Zealand and is seen as an expert for supplying and delivering fish - not normally sold by other fish suppliers - to upmarket restaurants. C-O - Crisis = Opportunity Imagine how he...

This week I want to make you an offer. Having customers on my database gives me the chance to add some value and give you the opportunity to take advantage of a few of my offers that others don’t get. Different stages of the buying cycle Offers pave the way to a sale,...

In this week’s blog I talk about asking the right questions and discovering that one extra question can unravel hidden opportunity and revenue. Many salespeople, after making a call to a client, figure out the problem and then offer a solution. The old budget...

If you have been struggling to navigate the impact of Covid-19, I want to let you know we understand. As an owner of not only this sales training company, but a café and a retail store, it is indeed a challenging time. Focus on your customers’ needs We are trying to...

Last week I talked about the buckets that most people sit in when it comes to selling their product or service. This week, I want to share with you the third part in this series and a link to the interview I did covering the three important factors that determine...