Communication

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The Accidental Salesman® business development programme is launched

Tuesday, June 17th, 2008

If you’re new here, you may want to subscribe to my RSS feed. Thanks for visiting! I am delighted to announce the launch of my Accidental Salesman® business development programme. It is designed for business owners who are struggling to find enough time to devote to prospecting and sales activity. If you find that […]

The other side of the story

Tuesday, June 17th, 2008

I was recently listening to one of my favourite audiobooks on sales as I painted my conservatory. It is the ‘Sales Advantage’ by Dale Carnegie. One of the most important skills that Dale Carnegie taught with respect to sales is the importance of seeing things from the perspective of your prospects and clients. I […]

When free costs dearly

Friday, May 9th, 2008

There are some people who try and get all their learning for free. They listen to free podcasts, they sign up to any free reports going and come along to free talks or workshops. I have come across some people who have spent £100 travelling to a free seminar but would not pay […]

The most important decision you ever make in sales….

Wednesday, April 23rd, 2008

The most important decision you will ever make in sales is deciding to become a student and learn the craft.
When I was a trainee accountant I would show up at the classes because it was part of my job. I hoped one day to be a qualified accountant but I was just going through […]

3 questions to accelerate your business growth

Tuesday, April 15th, 2008

Something for you to ponder during your coffee break…….
If there was one thing that you could work on that would dramatically increase your sales results…..what would it be?
What could you do today to start working on that one thing?
What WILL you do today to start working on that one thing?
Some people ask me how […]

closing the sale is as simple as closing a door!

Wednesday, April 9th, 2008

In Tuesday nights free teleseminar for The Accidental Salesman Club® top sales trainer Andy Preston gave us some excellent insights into closing the sale. A key element of Andy’s presentation was the need to continually confirm and summarise throughout the sales process. Assuming the prospect has been properly qualified, summarising and confirming will inevitably […]

Negotiating for win-win deals (premium)

Sunday, April 6th, 2008

You have generated the lead, done your fact find and submitted a sales proposal. There is one final hurdle to get get over and that is negotiating the final deal. Whilst most negotiations happen on an informal basis it helps to develop your negotiating skill. If selling to larger businesses with professional buyers, negotiation […]

In search of credibility

Monday, March 31st, 2008

‘Where is your credibility?’ is one of the core questions I ask when I am helping people to generate more referrals from networking. If you do not have enough credibility then you are unlikely to get people giving you good quality referrals even if they know like and trust you.
I was working with a […]

Selling is a life skill

Sunday, March 16th, 2008

Selling is a life skill, in my opinion. I say that because in order to get good at selling you need to work on more than just sales techniques. Selling is a people business and that means you need to learn more about people. Things such as psychology, how to develop relationships and […]

Dressing for success (premium)

Monday, March 10th, 2008

Can dressing for success make a difference in sales?
In this recording leading image consultant Pauline Crawford explains why the way we present ourselves is so important the sales process and simple changes you can make in order to increase your impact with clients and prospects.
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