How to steal the march on your competitors
How you can persuade someone to buy from you without them having to think about it too much...
Read moreA different fish story
Some times too many fisherman are casting the same bait into the same stretch of water. The fish have an unlimited choice and yet the fisherman hardly catch a thing
Read morePunching Above Your Weight
How can you, as a small firm, win the larger contracts against your biggest rivals? Here are the seven principles that you need to follow...
Read moreHow to answer concerns, questions or objections
It is only natural for most of us to procrastinate when we are asked to make a decision involving money we feel responsible for. As a general rule, most people, including you, me and most of our prospects hesitate before
Read moreAre meetings really the cornerstone of organisational life?
Ask a group of managers at random; which activity wastes most of your time and causes you the most frustration and most of your audience will say “meetings.”
Read moreWill multi-tasking get you home early tonight?
Most of us don’t have the luxury of being able to focus wholly on one project or task. In fact we consider ourselves lucky if we can count our live and vital projects on one hand. Does multi-tasking help?
Read moreWhat did you do for red nose day?
A discussion to link red nose day, laughter and learning
Read moreHow to ask for a testimonial or referral
Getting referrals is not only simple, it is inexpensive and the lead closing rate is at least six times better. Yet very few business owners or sales people actually ask for referrals or testimonials. Let’s discuss how
Read moreThree keys to managing multiple decision makers
Most sales people learn to sell to a single prospect and follow a fairly simple process. If you try to use this type of approach with a DMU of 3 to 8 people it will feel like trying to solve a Rubik's cube blindfolded
Read moreDo you find selling to multiple decision makers fun?
Selling to one person can be more than enough fun much of the time. When two or more people have to sign off on the deal, selling becomes exponentially more complicated.
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