Calls That Convert

18/02/2016

You could choose crowd changer. Changing is far is more difficult and more important than pleasing the crowd. Crowd disturber. Crowd inspirer. Crowd connector. Crowd calmer. And for that matter, you can...

17/02/2016

When your job hinges on how well you talk to people, you learn a lot about how to have conversations -- and that most of us don't converse very well. Celeste Headlee has worked as a radio host for decades,...

08/01/2016

I recently accepted a cold call from an insurance guy because I was thinking of switching providers. Instead of...

08/01/2016

Complete the sentence, “The purpose of selling is to…….” When I ask sales people and managers that question, the responses vary but generally fit into one of the categories …

07/01/2016

The importance of existing clients

One of the most obvious reasons you should be building brick walls around your existing clients is to reduce the impact of aggressive competitor activity: Whilst you are off flirting with seemingly more...

08/12/2015

Eye Contact!

Having great presentation skills is paramount if you want to be seen as an expert in your industry. The challenge to fully engage, captivate, inspire and educate each audience is a worthy and noble pursuit.

07/12/2015

Number 7 and Number 10!

To get a true perspective on how to become rich, you must study rich people.

07/12/2015

Get in early, sell high!

Learn how to build a relationship with your prospects with this genius — and underused — sales prospecting technique.

25/11/2015

Busy or Productive?

No one complains of having spent an entire day doing 'productive work'. Busywork, on the other hand, is mindnumbing. It's possible that if you have a job where your tasks (your busy-ness) is programmed...

25/11/2015

Breaking the rules in sales....

Earlier this year, a Sales Director described to me how much time and resource had been taken up over the last 18 months responding to tenders. His sales team responds dutifully, following every set guideline...