Sales Techniques.

Whether you are speaking one to one woth a prospective customer or one to many in the form of a group sales presentation you need to learn how to change their state… By state I mean the the combination of thinking, emotion and physiology that characterises how we are at any given moment of time. …

Last week I was listening to the radio and I happened to hear an interview with a Dave Alred, a coach who specialises in helping people perform well under pressure. He has studied a wide range of people in many different contexts including world class athletes, rugby players, army personnel and business executives and has coached the England…

Many of my clients say that the hardest part of their job is getting in front of their prospective clients. In this article I’d like to share three tips with you that have worked for me and my clients. The number one complain I get is about the so called gatekeepers. The Secretaries and PA’s…

How often do we forget to smile. We are so caught up in our thoughts that we miss the opportunity to engage with those around us be they customers, colleagues, clients or complete strangers. Today, when I arrived at the Business Design Centre in Islington London, the venue for the presentation skills workshop I am…

At the weekend, Best selling author and trainer, Peter Thomson and shared a simple tool with me that could seriously increase our wealth. Peter calls it the magic Matrix because it is it works like magic. To be honest, I couldn’t believe that I had never heard this little gem before but I quickly stopped…

Do your customers or clients see you as an authority in relation to the product, service or idea you are trying to persuade them to accept? Here are some simple ideas ton increase your AQ (Authority Quotient) and win more business. Cast your mind back to many of the adverts you see on TV or…

A couple of days ago I listened to a telephone Seminar by UK marketing and wealth expert Chris Cardell. Now Chris’s workshops are always good value not only for the content he shares but also for the way in which he uses them to sell his products and services. Chris is a master at building…

It’s amazing what you can learn about sales in the most unusual places! I wish I made time to go to the swimming pool more often but I don’t. This afternoon however I decided to take a little time away from the PC and have a swim at my local leisure centre. Despite it being…

I’m proud to be a salesperson and a sales trainer. Really! I think it is a very valuable and worthwhile profession and I pride myself on helping people get the right solutions. What really annoys me is when I see poorly trained, unmotivated or unprincipled salespeople giving customers a bad experience which in turn leads…

I believe that one of the keys to retaining customers is to build a long term relationship with them and to deliver outstanding service. Of course we all make mistakes and sometimes we don’t live up to our own or our customers high expectations. The good news is that these opportunities, when we let a…

Getting your prospects in the right state to buy

Developing An Attitude Of Inevitablility

Getting Past The Gate Keeper

Derek’s Smile!

Double your profits from existing customers

Selling & Influencing Tip – The Authority Principle

The Scarcity Principle In Action

A Sneaky Trick By The Swimming Pool People

Know Your Product Or Service

Everybody Makes Mistakes