• client development golden geese

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 [...]

  • client development golden geese

How to overcome rejection

This is an interview on how to overcome rejection with Chris Mather, a very successful regional sales manager of a company that sells door to door. The idea was that there is probably lots of insights to be gained from a style of selling where rejection happens on a major scale. We were not disappointed! Although a million miles from selling expertise and know-how, there are some amazing insights to [...]

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How to beat procrastination in sales

What is procrastination costing you? Leads? Clients? Sales? Procrastinating on generating leads, following up or even closing can be a costly habit in sales. So it might be worth finding out what's behind procrastination and what can we do about it. In this recording I interview the UKs leading expert in beating procrastination, Nicole Bachmann. Nicole gives us some tips on what we can do to stop procrastination getting in [...]

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sales time management

sales time management can be difficult, especially for an accidental sales person juggling sales activity with running a business, and delivering services. How can we become more productive and create more time for vital sales activity, especially when we are busy with client work? In this recording, leading productivity expert Richard Maybury explains how to better manage our time and maximise the results we get from each and every day. [...]

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5 Ways to Boost Your Sales Activity

Sales is the lifeblood of any business and profitable sales is the starting point towards cash in the bank. No cash means No business. For many businesses in the recession sales provide them with their regular source of cash. Most business owners understand this intellectually and yet at some level many people who start a business for themselves hate the idea of having to sell. Many people think they are [...]

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Must, should, could

Sometimes it is hard to prioritise our day, our week, or our month. There are so many things competing for our time. I learnt a technique from my days in IT consulting which really helps me prioritise at times when I have far too much on my plate. It is a good start in helping to thin out my list of tasks…. Get a sheet of paper and turn it [...]

  • Joan of Arc statue, Blois, France

Be a hero!

I was having a cup of coffee yesterday with Mike McNulty of the Performance Business. Michael specializes in helping people perform their roles in life with confidence and impact. Michael will shortly be giving a free tele-seminar for the Accidental Salesman Club on increasing your personal impact and as we drank our coffee Michael was telling me about his workshops. He mentioned someone who came to one of his workshops [...]

  • client development golden geese

Are you selling yourself short?

I had an accidental sales person come to me a few days ago for a ‘pick me up’ coaching session. He said to me ‘I must be doing something wrong. No one seems to want to buy.’ When I asked about his activity levels and how many deals had fallen through he told me in the last month he had done three proposals from cold calls, two of which were [...]

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Beat procrastination by lowering the bar!

The advice of UK’s leading procrastination expert Nicole Bachmann is to lower the bar if you are suffering from procrastination. According to Nicole, the problem a lot of people have when procrastinating is not that their goals are to low but too high! In short, the bar is so high that they are doomed to failure – so why even begin? Suppose you are procrastinating about making cold calls or [...]

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What a military interrogator taught me about fear!

I had a coaching session this evening from a former interrogator from the US military. It was amazing stuff about sales mindset. The conversation got onto fear and how its stops people from acting in sales. He told me something quite profound that I thought I should share with you. He said that fear was always in the past or in the future but never in the now. If you [...]