Mike Southon is a serially successful entrepreneur and best-selling business author. His book titles include ‘Beermat Entrepreneur’ and ‘Sales on a Beer Mat’. He is also a columnist for the Financial Times.

Mike is a salesman through and through and has been involved in building and selling many businesses. In this entertaining podcast Mike runs through the three elements of sales featured in his book ‘Sales on a Beermat’:

Be Liked – why it is essential to focus on prospects that like you

Qualify – the 10 steps to turning interest into a sale

Close – How to ask for the money

When listening make sure you have pen and paper to hand. This podcast is stuffed full of tips and references to free materials on Mike’s website http://www.beermat.biz