Salespeople who complain about price as a barrier need to wear bicycle helmets. The next time you feel you are losing deals because of price, take your prospect to a cycle shop and ask them if they were to ride a bike, which one of the helmets they would buy
If you complain about price being a barrier, wear a bicycle helmet Read More »
Reflection is a vital life, sales and business skill. Reflection is on par with questioning and listening skills. It can help us achieve so many things but it takes skill and practice. Here are 3 questions and their answers as to why reflection needs to feature more in our daily lives. What is reflection? “…the way that we learn from an experience in order to understand and develop practice” (Jasper
The vital life (& sales) skill of Reflection Read More »
As I have stated before I am a stickler for using correct definitions when describing concepts and their elements. In music, science, mathematics, physics and engineering we do not usually debate the definition of these constructs. We accept that a crotchet is a crotchet, a prime number is a prime number and so on. No debate. However, in the world of business and, especially in the world of Selling, we
The 7 differences between Selling, Marketing & Networking Read More »
To attract new clients we need to create a positive buying experience for them. This usually involves a combination of marketing activities and a salesperson in the first instance. To retain clients we need to create another positive buying experience for them, and another and another, and another. This usually involves more than just the salesperson, this can now involve a whole range of people from those who deliver, assess,
How to create a positive buying experience Read More »