Selling skills
Influencing secrets – Tell your audience what you want them to do!
I spent some time in George Best International airport in Belfast recently coming back from a fundraising workshop with the charity Concern Worldwide UK When I entered the airport departure lounge I saw the usual television screens with departure and arrival information but I also saw something I had never seen before… Normally, when your…
Read MoreA cheeky sales approach that worked
Today I was phoned by a guy who I have met on a couple of occasions at local networking events. he works for a company called the disc directory, a local on-line business directory covering Portsmouth and Southampton. Now I’m pretty hard on tele-sales people but his approach was so refreshing that I just had…
Read MoreWhat makes or breaks a conference presentation?
As part of a recent presentation skills coaching programme for a large client, I have been reviewing videos of some of their top directors presenting at a company conference. Some presenters got it right and got great evaluations and others clearly didn’t and,as an external observer the reasons for the latter were clear Lack of…
Read MoreUsing spacial metaphors to reinforce your messages
Tonight, after the regular Toastmasters meeting, a few of us met in the pub for a pre-Christmas drink and an expected turn in the conversation led me to my topic of this post. It’s all about how you can use your presenting space as a metaphor for some of the concepts you are conveying verbally.…
Read MoreGetting your prospects in the right state to buy
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. …
Read MoreGetting Past The Gate Keeper
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…
Read MoreThe Scarcity Principle In Action
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…
Read MoreAnother Lesson From Internet Guru Graham Jones
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…
Read MoreThe Number One Mistake of Poor Sales People
The number one mistake of inexperienced or ineffective salespeople is the tendency to equate selling only with talking about their product or service. No I haven’t lost my mind. But think about what I’m saying for a moment. If the salesperson doesn’t take time to find out what their clients really need and want and…
Read MoreSelling & Influencing Tips – Building Rapport – FAST!
The key to a successful and mutually beneficial sales relationship is the ability to establish rapport with your prospective client quickly. Some people believe that rapport is a “chemistry” thing that depends on both people and that you either have it or you don’t. Whilst there is an element of truth in this, consider the…
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