“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 are you Scared of?
I understand people’s reluctance to think of themselves as salespeople. I had a love/hate relationship with sales myself when I was younger. I grew up on a small farm on the coast of New Zealand, a place I loved. My father looked after the farm after his four brothers...
What you can learn about Sales Training from a Cab Driver in London (part 2)
In my post What you can Learn about Sales Training from a Cab driver in London. I promised I would give you some practical tools and ideas that you can use in your business using this SWOT model. Here they are. Strengths are where the secrets are. The question...
What you can Learn about Sales Training from a Cab driver in London.
This week's blog talks about the importance of product knowledge or Insight. In the context of sales, Insight means understanding your product. It also means understanding your own business’s strengths and weaknesses. London Black Cabs. For example, London’s...
What makes great salespeople great?
What makes great salespeople great? The common misconceptions about salespeople can be tough to overcome because they are ingrained in our culture. It helps to see what successful salespeople look like. Most great salespeople aren’t all that slick on the surface,...
Harnessing the Power of Testimonials
Harnessing the power of Testimonials At least once a month, at my place, on a Friday night, my family will have to make a major decision: ‘What takeaways are we going to have tonight’? A third-world problem, right? An old ritual from days gone by. I am sure the...
Recognising Mindset
Mindset can make all the difference in problem-solving. Stanford University psychologist Carol Dweck, a leading expert in motivation and psychology and author of the book Mindset: The New Psychology of Success, discovered that everyone has one of two mindsets—fixed or...
What is your definition of work?
When I owned NRS Media, Michael Botta was one of the best sales guys. Michael was one of our longest-standing staff members at NRS Media and was based in our Long Beach office in good 'ole' USA. He was in front of thousands of media salespeople each year and travelled...
Learning from other Industries- Real Estate
In Dan Kennedy’s book ‘No BS Sales Success’, he talks about a real estate agent called Pebby B. Here is an abridged version… “Peggy B gets 70% of her listings from referrals and 30% from advertising. When someone wants to list with Peggy, they get put onto one of her...