2016 February

When I first started in sales, I was taught a simple lesson that continues to ring every day I go to work. I was taught the ABCs of sales, and the message this relates to is: Always Be Closing Although onwards from this lesson I now understand the importance of building great relationships to develop

Business is simple, but not easy.  The difference between average and great is typically achieved in the last 10% of the process, which is quite often the time when most people give up. The ability to negotiate effectively when you do not get your own way contributes significantly to your success and is infinitely more

Many of us receive referrals for business opportunities from contacts and customers. For most of us, this is our preferred method of winning new customers and ideally would be the only way to do business. The reason referrals are favoured is simply that a door has been opened by a third-party, making your chances of

The main function of a sales person is to encourage customers to purchase goods or services. I often refer to sales people as professional “mind maker-uppers” and if we are looking to help our prospects reach decisions, then we really should take a look at our processes and ensure we are doing all we can

When you take a retrospective look at your life and reflect on the recognition, praise and rewards showered upon you, I am certain you are able to count on one hand the number of occasions you remember vividly and which have really left their mark. With this in mind, I want you to consider acknowledging

In a world full of service providers and people who provide tailor-made offerings and bespoke solutions, it is sometimes very difficult for many customers to enter into a buying discussion. If you provide a service, as opposed to a range of products, it is likely you suffer from this same condition. As service providers, it