When I begin a discussion with a new business, the first place I look is for what I call “leverage points”. Tweaking these leverage points in the right way is literally like finding hidden money in your business. These are parts of the sales process where there are opportunities to increase conversions.The typical leverage points…
Details4 Ways You Can Make Your Sales Process Invisible to Your Client Sales has evolved in proportion to the markets awareness of sales techniques. To stay ahead of the curve naturally your sales approach needs to evolve as well. To that end, I have listed below 4 key ways you can make your sales process…
DetailsOne of the most important tools that you need to have if you are going to attract the right clients and not accept clients that are not the right fit is a clear definition of who you can help. There are a number of ways to go about doing this but one very powerful…
DetailsAmidst 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…
DetailsHOW 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…
DetailsI 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…
DetailsAs 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…
DetailsIn 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…
DetailsSales 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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