Hiring new sales talent – how I f#@ked it up.
So you are considering hiring new sales talent ? I have been employing sales talent for over 30 years and initially I was not great at it. In fact I was a bit S#@t. I would employ new salespeople and expect they knew how to sell. I would give them some basic training and set […]
What do Pilates and Sales have in common ?
What do Pilates and sales have in common? Well more than you may think. I recently got to spend time with the amazing team at Village Pilates in Sydney. I worked with them to develop a prize frame mindset and create a more effective sales process. During our time together I was also learning. And […]
Neediness – The biggest killer in sales
Neediness is the biggest killer in sales More deals are lost and bad deals signed through neediness than any other single reason. The buyer is seen by the seller as “the prize”. They have the ability to generate a purchase order or sign a letter of intent, they have money and the salesperson or business […]
How Do I Select a Sales Training Course That Works?
How do I select a sales training course that works? I have been in sales for over thirty-six years and often found myself asking the same question, “how do I select a sales course that works ?”. I believe sales to be the most noble of profession’s, our interactions can change lives and make the […]
The most powerful 30 words in sales.
The most powerful 30 words in sales I have always sold premium products but it was in 2005 that I knew I had to create a script that would help me navigate the buyers initial question. “what’s the price” I was selling $70K product and my nearest competitor was $30K. I got a lot of […]
What is the Prize Frame?
What is the prize frame? If you are in business you have likely heard the term “prizing”. You may use the term yourself. You may even encourage team members to “prize” themselves. But what does prizing actually mean? What is the prize frame? The prize frame is a mindset and in sales it is one […]
“LET’S GENERATE MORE LEADS”
“Let’s generate more leads” I hear it all the time. Sales are slow lets generate more leads Our conversion rates are going down, lets generate more leads We are not achieving our revenue numbers, lets generate more leads. So off you go to the Marketing or advertising company and pay them to generate more leads, […]
What is frame control?
What is frame control? Frame control happens below the surface of every business meeting you attend, every sales call you make, and every business interaction you have. If you don’t have frame control you will be at the mercy of the buyer and then your success and the success of your business will only depend […]
How sales fit is your business ?
How sales fit is your business? “How sales fit is your business?” is a question I asked over 350 small to medium sized businesses last month. Between them, they invest around $7 000 000.00 a year on marketing: web sites, SEO, Google AdWords, social media marketing, advertising, video production. All this money is invested to […]
Empathy – a sales superpower
What does empathy mean to you? You will have your own response and when I ask in my Sales Cardio workshops “What does empathy mean to you” the answers are usually similar. Standing in someone elses shoes, feeling what they feel, understanding their situation. All great answers and all correct but how do you demonstrate […]