The Secret Structure of a Sale – Part 2
Last week, we talked about the Secret Structure to a Sale. It was essential to set the scene that desire and discovery are crucial to the first part of any sale. We talked about selling a bike and the importance of not selling a bike but one that people might have...
The Secret Structure of a Sale
The funny thing about sales is that it looks so simple when you watch the successful salespeople. I remember when I first started out selling, I used to watch the veterans, the guys and girls that had been in the business for ages; they looked so relaxed and...
£25 and a Dream- Kiwis blazing the trail
£25 and a Dream Down under the under, a term I used to tell my American clients to describe where New Zealand was in relation to Australia has had one of the best summers for several years. It's a chance to reflect as well on what makes this part of the world a...
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...
Ask Yourself These Powerful Questions Everyday.
Ask yourself these Powerful Questions. In my training I talk about the importance of asking yourself powerful questions when it comes to conditioning your mindset. To finish off that discussion here are some business questions you might want to think about as you move...
On The Path: Evaluating Clients’ Needs
In my last blog, I talked about the importance of knowledge, of knowing your products and your clients’ products strengths and weakness better than your competitors. If you did the exercise, you will now be armed with more tools to sell your product or service. So...
The Knowledge
I know I talked about the importance of mindset in my last video, and how much that plays a part in the selling journey. Insight, in the context of sales, means understanding your own product. It also means understanding your own businesses strengths and weaknesses....
Mind Your Mindset
In many of my blogs I talk about recognising steps needed to navigate the sales journey successfully. I am going to share in these upcoming blogs, the steps of that sales journey. These are taken from my book –Selling is not optional Before we get more deeply into...
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...
The Do’s and Don’ts of Rewarding your Team
Well managed well throughout incentive programs play an important part in achieving and exceeding sales targets. If you incentives are structured properly they can result in a high level of motivation. Here are a few basic principles I recommend to my clients. Avoid...