Those of us who sell face to face and over the phone really can learn a thing or two from successful Internet marketers. If you want to know more then read on… Last night I had the pleasure of listening to Internet psychologist and web marketer extraordinaire Graham Jones. Graham was talking about the fact…

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Everyone knows that its easier to get business from existing customers than it is to find new ones yet many businesses seem to forget it. Today I’d like to give you an example of how one professional does it naturally. This morning I had a phone call from a salesman for Kidsafe. They are a…

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The key to 99% of sales is the relationship between the salesperson and the client. It’s just a pity that more people don’t realise this. Before you can sell your product you need to sell yourself. Now I know that there are many sales professionals out there who know the power of this truth and…

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Selling doesn’t need to be complicated, indeed the simpler you make it the more successful you’ll be. Often people ask me how to handle objections and how to close the sale. Now there are thousands of books out there with 10001 sales closing and objection handling techniques but my favourite is really simple. Use the…

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Whenever I run a sales training workshop I ask the participants to raise their hands if they like to be sold to. Few if any hands stir. Then I ask them to raise their hands, if they like to buy things. Immediately I am greeted with a sea of hands. We can all learn from…

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One of the common traits of successful influencers is their ability to instantly read their customers and adapt their communication style to suit that of the client. Once I was coaching someone who was seeking to influence the senior partner in an accounting firm. The consultant’s natural style was extrovert, chatty and very positive. When…

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Today’s selling skills tip is short and sweet but no less powerful as a result. I’m going to share with you one of the most powerful questions I have come across. Are you interested in knowing what it is? Well it is simply “What has to happen…?” Please note it is not “What do I…

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I am currently out in Spain visiting a dear friend who runs a B&B. The other evening we were discussing how she could improve her marketing and had an interesting debate about how traditional sales techniques sat with her own personal values and her intention to market her B&B to a wider audience. Our discussion…

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I was grabbed by this headline in the Independent yesterday (22/11/06). The article spoke of an unnamed salesperson for Oxford Scientific Instruments who had earned more than his CEO in the last six months by completely blowing away his sales targets. I’m sure that many people reading that article were thinking – Wow! Who is…

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