General

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Exploding the myths of selling

After you have read a few sales books and have attended a sales training or two you think you know the score. Get a USP, focus on the benefits of your product and service and remember that people don't like to be sold to but they do like to buy. Just because everyone is saying it does not make it true. In this recording, Grant Leboff explains why traditional sales [...]

  • client development golden geese

How to hire a salesperson

A question I get asked a lot is how to hire a salesperson who does not end up being an expensive mistake. This is an area area many accidental sales people waste a lot of time, money, and emototional heartache on. It's a great idea in theory but unless you have realistic expectations it can be more trouble than it's worth. In this recording I am interviewed by Chantal Cooke [...]

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How to succeed in sales without a personality transplant

When I first became a professional IT consultant many years ago, I had no idea that I was on a collision course with sales. I obviously didn’t think it through as, back in those days, I would rather have had my fingernails removed with pliers than get involved in sales! Yet I was ambitious and wanted to progress my consulting career – I even wanted to run my IT consultancy [...]

  • client development golden geese

Resistance to sales is futile!

There is a little experiment I would like you to try. Stand up with both arms by your side. Now try and lift up your right arm but at the same time try and resist. You should be able to feel the force of your arm trying to lift up and yet, at the same time, you are holding it back. What is happing with the above experiment is similar [...]

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‘Cunningly Clever Selling’ by Andrew Wood

I was nicely surprised when reading this book. I have to admit that the title initially put me off. Once I started reading it, however, I quickly found It one of the most enjoyable sales books I have read to date. Instead of it being full of pushy sales tricks, I found it full of practical sales tips including some quite advanced techniques. The book is very comprehensive sales manual [...]

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DIY Sales Coaching

There is a coaching model that is very effective for coaching others but can actually be used to coach yourself if you are stuck with your sales and looking for a way forward. It’s called the GROW model and within the corporate environment it is often used to teach managers the basics of coaching. The GROW model was developed in the UK by Graham Alexander, Alan Fine, and Sir John [...]

  • client development golden geese

Top tips for stress free selling!

Most of us get stressed from time to time – especially when our sales activity is not going as planned. Ivor Murray from MeditationsUK has provided some tips to help us not only manage stress but kick it into touch….. Managing stress is all about taking charge: taking charge of your thoughts, your emotions, your schedule, your environment, and the way you deal with problems. Since everyone has a unique [...]

  • client development golden geese

Have you paid attention to your gut lately?

Over the many years I have been helping the owners of small businesses to turn their sales fortunes around, it never ceases to amaze me how many already knew, deep down, what the answer was. They are too busy following their head to listen to their gut. When I come along and tell them what they already know deep down, they have the confidence to act. I recognise this behaviour [...]

  • client development golden geese

Simplification Strategy #7 – Develop a repeatable process

Most people could sell a house but what if you had to sell a house every single day? What if you had several sales people who each needed to sell a house every day? So many businesses approach sales in an unstructured way. They may get away with it where its just the owner doing the selling, but as they take on sales people the lack of a sales process [...]

  • client development golden geese

Simplification Strategy #6 – Get recommended

You have an important decision to make. You have to choose between three suppliers. Each have similar offerings. One came from a cold call, another you discovered by searching the internet, and the last was recommended by someone you trust. If you are like most people, your decision will be heavily swayed by a recommendation from someone you trust. When it comes to important decisions we tend to go for [...]