Sales Effectiveness

  • client development golden geese

A small difference can make a big difference

When I was walking in the mountains of Peru last year it was amazing that despite walking at a very slow pace we seemed to cover a lot of ground within the space of a day. We live in an instant gratification society. We are so used to getting things straight away that we expect everything to be instant. The same is true with progress in sales. Taking small consistent [...]

  • client development golden geese

Talent is not enough!

Anyone following me on Twitter is probably used to my Saturday night tweets whilst the X Factor is on TV. If you have been watching it recently or read the news you will have seen that the twins that call themselves ‘Jedward’ are still in the competition and there are some very talented acts that are getting a bit worried. The simple fact is that more people are voting for [...]

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You don’t have to like it – you just have to do it!

I have a weekly chore that I am not particularly fond of. It involves venturing into my attic and checking the mouse traps and removing any expired rodents. It’s a job I do because I have to and not because I want to. If I make excuses and miss performing my duties, an unpleasant smell is sure to start wafting down from the attic. As I went about my grizzly [...]

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Free can be very expensive

In these days of economic down turn and credit crunch it can be very tempting to padlock the wallet and just feast on all the freebies around. There is, however, a big cost associated with this behaviour. Not a direct cost that can be easily measured. Its an opportunity cost and even though it may be hidden it is still real none the less. There is no shortage of free [...]

  • client development golden geese

How to boost your selling skills without sales training

It is possible to significantly improve your selling skills in a relatively short space of time without any more sales training and long as you are prepared to take charge of your own learning. Following these simple steps, you can become your own sales coach: Prioritise Which selling skills, specifically, do you want to develop? There are many areas of sales and in order to develop them you need to [...]

  • client development golden geese

The magic wardrobe

I recently met a very confident woman who confided in me she was sometimes quite nervous in sales situations and yet it never showed. I asked her how she managed to maintain her outer confidence. Her answer was what she called her ‘magic wardrobe’. In her magic wardrobe she has a number of outfits that she puts on that give her special capabilities. She has an imaginary golden outfit that [...]

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Think and Grow Rich

Think and grow rich is a classic motivational book. Written by Napoleon Hill and inspired by Andrew Carnegie, it was published in 1937 at the end of the Great Depression. It is not a book about sales by any means yet it contains many lessons for developing our thinking for success in sales. It is a classic book about the use of the power the mind in order to achieve [...]

  • client development golden geese

Speak out!

Being able to present is essential in sales. Whether you are presenting to one person or a room full of people you need to develop the basic skills or you will be missing out on opportunities to get your message out there. Giving talks and seminars is also a good way of generating leads for accidental sales people. I now speak regularly to large audiences when once I was terrified [...]

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Have you found your acre of diamonds?

Many times when I am coaching someone on their business proposition I find that they are missing massive opportunities whilst pursuing a line of business that they are struggling to sell. I tell them of a story called 'Acre of Diamonds' which makes the point very nicely and gets them to focus more on what they REALLY should be selling. It is a story originally told by Russell Conwell many [...]

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Do your clients love your marketing?

‘Make Customers Love Your Marketing' is a short e-book packed full of tips on how to use your marketing to improve relationships with your clients. Well worth a read. MakeCustomersLoveYourMarketing.pdf