Where It Started
Yesterday, I went back to where it all began! I spent the day in a small town about 100km out of Perth working with a great client around their sales strategy and their sales models. Forty years ago…
Innovate Communciation
So many business owners tell me they have a truly disruptive solution – but there’s a key question to ask … As much as you’d like to believe it, is your product or service really as disruptive as you…
Two Forces
There are always two forces in play anytime you engage in a process of conversation or influence … and selling is both conversation AND influence so – what are the two forces? When we sell to someone, we are…
When Was The Last Time You Audited Your Sales Process?
When was the last time you audited your sales process? Have you EVER done so? I had an interesting experience this week … A client I’ve been working with was thinking about where they would use the…
How Did You Sell In 2010?
How did you sell in 2010? What technology were you using? What was your messaging like? How did you stand out in the market place? Let’s create context … In 2010 the iPhone was 3 years old and…
Pressure Selling
There are two major innovations in business that can profoundly change the trajectory of your business … You can innovate your product or service to a level that naturally and obviously positions it well above all other options available…
Conversion
Everyone talks about sales conversion as if it is a well understood part of selling … But is it really that well understood? Conversion is a three-way dynamic – 3X conversion. Look at the model … …
Are You A Thought Leader?
Do you have the vocabulary to be a true thought leader? Do others engage, listen and share your ideas around? In short, do others buy your ideas? Check out the model below … Whether you rely…
Models Overcome Resistance
People always ask me why visual models work so well in the sales process. Great models melt resistance away and convert the sale … at speed! But why do they work so well? Let’s think about what…