Five Things Every Business Owner should Know before they hire a Sales Trainer
I am always being asked what makes good sales training and coaching? Here are five tips I hope can help you make the right decision when it comes to hiring any sales trainer or sales coach. 1. The sales team don’t see the sales training as relevant to them. Usually...
Do you know who the third guy was who went to the moon, and what has that got to do with teamwork?
https://youtu.be/pgJZiSFc048 Everyone praises the feats of both Armstrong and Aldrin as the first humans to set foot on the moon, but what about the third guy, and what has that got to do with teamwork? The third person who went to the moon with Armstrong and Aldrin...
Have you played the before, during, and after game?
Every sale is set up before, made during, and then finalised, after. We can influence all of these areas and ultimately, almost guarantee that a sale is made. So, what do I mean? Before: Before every sale begins to take shape, we decide that we want to work with a...
It just feels right.
Having been married for quite some time, and to the same person AJH, or commonly known as the CEO I have over time learned a very valuable lesson in husband and wife relations. Some may agree or disagree and even if you take the guidance of John Grey’s book, Men are...
Human Needs Might Just Drive Everything, When It Comes to Sales
In this week’s blog, I talk about the importance of understanding the basic human needs we all have. In addition, what it means to you as a salesperson, is if you discover a client’s wants and needs lots happen. My view is that unless you do discover the needs and...
Preparing for the Journey
Building a sale is like building a home. Part of the reason people panic is that selling seems like a mysterious process. We can solve that mystery. Selling is like any other journey: the territory you are covering may be new to you, but it has been travelled before,...
How do I get my salespeople thinking like me?
This week I wanted to share a question that one of my clients asked me in a call last week. We were talking about ideas to motivate her team. This was her question: ‘How do I get my team to think like me, or to at least follow some of my behaviours?’ We got talking...
The Secret Structure of a Sale. Close and Offer – Part Five
Over the last five weeks we have explored the secret structure of a sale. Feel free to check out the past blogs to find out more.Part 1Part 2Part 3Part 4 These secrets I have learned from my experience as a copywriter, marketer, and salesperson. I study these...
The Secret of a Sale – Part 4
Last week we talked about the promise and painting a picture of a product we were selling. Now I want to discuss proof. You have to show them PROOF. You have to prove to your client that what you have just said is true and you have to prove it to their satisfaction....
The Secret Structure of a Sale. The Promise – Part 3
In our last blog, we talked about the need to stop selling your stuff logically. Too many salespeople get caught up in the features of a product vs the benefits. The Promise. Showing a client precisely what the benefits of the product are (in this case, an electric...