Did You Really Lose The Sale?

It can be the most frustrating experience in sales. You did your research. You had a great sales call with a solid presentation. And you shook hands with your new client on the premise that you will be doing business together. And then… (no and then!) Next, you reach out to your brand new client with a follow up email…

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Reality Check – YOU Are In Sales!

"I hate sales, it's not for me," says the wannabe success story. Well in the wise words of celebrity chef Gordon Ramsay: "Get Ye Head Out Ye Ass!" You my friend are in sales. It doesn't matter the profession. It doesn't matter the industry. It doesn't matter the position. You are in sales! Rapport building, persuasion, rejection - are a…

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How To Deliver Fearless Sales Presentations

Don't worry, if you get nervous just imagine the audience is naked. This is the unquestioned advice we have been told at the thought of our nerves getting the better of us while speaking to a crowd. But I don't get it. Every sitcom has depicted this situation - the presenter messing up anyway. And every time, the naked audience…

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How Numbers CAN Lie

In sales we hear it often: The numbers don't lie! But if I conducted a poll which is considered “statistically significant” or scientifically accurate – which means it has a sample size of 1000+ respondents - and posed the question: "Is this poll statistically significant?" The first 999 people would vote no and be correct. But when that 1000th person…

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3 Dead Giveaways Your Prospect is Losing Interest

There is nothing worse than getting your prospect excited about your products and services, setting up a sales meeting, and arriving to find out they are not as sold as you thought. Interest levels raise and decline throughout the buying cycle and you must recognize when you are saying too much and not listening, or not saying - and selling…

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