Company Genius
Your sales team may not have a problem selling … they may have a problem believing! If we boil selling down to its most basic form, it is a process of one person convincing another person that something is…
The Go-Giver
Do we really understand value and how it applies to business? Is the Law of Value the same as the Law of Compensation? I’ve been re-reading a favourite book of mine, the Go-Giver by Bob Burg and John David…
Double Certainty
Your customer has very likely made up their mind about you by the time they actually talk to you … If they’re in a conversation with you there’s a reason why. Usually, it’s because there’s something about you that…
Sales Leadership
There’s a world of difference between sales leadership and sales management. And the difference is really quite simple … Sales management often involves driving the numbers – getting sales people to hit their targets. Managing the visible! High performing…
Highest Value
What is the highest value of your sales process? Would your customers feel like your sales process is mostly about serving them or mostly about serving you? A focus on the product or service, with any sort of pressure…
Tech Advantage
Do you want richer, deeper conversations with your prospects than any of your competitors? Would you like to be able to convert at speed, without compromising price or rate of conversion? How about having a greater level of…
An Interesting Thing Happened To Me On Social Media Last Week
An interesting thing happened to me on social media last week … Ever had that experience when someone who doesn’t know you and has never bought from you, contacts you to offer advice that, based on your results, is…
Buyer Safety
What BS are you offering your clients during your sales process? Now, before you get worked up over the question, I should define what I mean by BS. I have no doubt you offer an incredibly valuable product or…
Completion
The human brain uses some pretty great techniques to make life easier for us … One of those techniques is COMPLETION. To help us make sense of things, the brain takes fragments of ideas or information and makes a…
Differentiated Results
One of the first things a business usually tries to do is find a way to differentiate their product or service … What if this is the wrong approach? Michael Gerber’s Fourth Principle of The Most Successful Small…