Amidst all the chaos that’s happening at the moment in the economy there are a select few companies out there that are still maintaining growth. In a world where products and services have been commoditised so much that many business’s are starting to believe that the only thing their potential clients really care about is…
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HOW TO GET IN FRONT OF ANYONE (Free Book Download) I have just completed my new book for you on how to get in front of your ideal, dream clients. It will literally help you get a meeting with just about anyone. Attract Dream Clients One of the biggest problems that clients come to me with…
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I started up a business helping sales people to become the guy I wish I knew when I was starting out. I have learned so many things in sales the hard way and my goal has always been to help people circumnavigate that “hard way” learning curve. So It makes sense that I would have a list…
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As sales people we often unnecessarily sub-ordinate our value in a sales situation. And doing so really harms our positioning, our perceived value with our client, our brand and the perceived value of what we sell.Why ?Because we tend to undervalue what we do. We are told “customer is king and the customer is always…
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In recent weeks I have had many people ask me and with good reason “what is your direct to corporate strategy?” So here goes, here’s my best crack at explaining it to you in a way that you will get it. In short, the direct to corporate strategy is the fastest path to get…
DetailsI do this exercise in my retail workshops where I get the participants to imagine they are in a department store. There is a phone ringing in the back ground some quiet “muzak” playing and they have found an item they want to purchase. They look around for a staff member to help them but…
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Sales Amnesia In the last 6 months I have noticed a very strange phenomenon. I’ve labeled it “Sales Amnesia” and it’s showing up like this… I’m noticing it in businesses who are coming off a big period of growth in their business. Western Australia in particular, because of the mining boom has seen a 5-…
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3 Biggest Mistakes Business People make when they use sales scripts I have been seeing a heap of debate and discussion out there on scripts lately and seeing as one of the main things I do for clients is create language-ing for all aspects of their client contact, I thought I would weigh in What…
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When I first started in this business 10 years ago the business was all about teaching sales skills This worked great for the companies that just needed that but pretty soon, I started encountering companies that needed so much more… Some had either little, poor or no leadership. Some had terrible marketing and lead qualification.…
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Think you know all there is to know about BD ? Think again… Knowing what I am about to share could help you avoid disaster so have a quick read and save yourself the anguish MYTH 1: – There is only 1 Decision Maker Nope – especially with bigger sales you can have up…
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