A few simple cues and small adjustments in how you relate to others can improve your life, at work or socially. When a group of people are laughing each person looks at the individual he or she likes the most … Continue reading
What we say to ourselves is often an echo of what other people said to us that we accepted as true. It is hard to let go of a belief unless you have some evidence that it is wrong. To get this evidence, sometimes you need to learn new skills first. Continue reading
Learn how to be part of your prospects buying journey and build trust before they need to make the real decision Continue reading
Imagine, research, decide and persist. The path to success is simple but not easy. Continue reading
“Sales are contingent on the attitude of the salesman – not the attitude of the prospect ” William Clement Stone (May 4, 1902 – September 3, 2002) Author of the book ‘Success Through a Positive Mental Attitude’ 1960 Stone is … Continue reading
Coffee the power food? Did you know that a cup of espresso coffee has 23 times the potassium of a banana? But NO SUGAR, how cool is that! TOTALLY weird as this sounds, I nearly died from lack of coffee in … Continue reading
Learning to effectively say ‘no’ without flinching or thinking it was damaging my relationships is a lesson that took me many years to get. Maybe I’m a slow learner? Maybe it’s my female instinct to value relationships above myself. It … Continue reading
“We are, each of us, angels with only one wing, and we can only fly embracing each other.” – Luciano Decrescenzo Like me Luciano must have believed it is too hard to achieve greatness alone. The focus on the individual genius in business, the … Continue reading
Ever dreamed of a job in the country’s highest paying industry? Why not a professional career within your own community that can give you a six figure income after 2-3 years and where it is possible to break through the … Continue reading
Many of us get into selling entirely by accident and many of us are petrified of being sold to. But selling is just a conversation – it is as simple as that. But selling is a conversation with a purpose; … Continue reading
Selling is a conversation. At the end of which, somebody gets to make a decision. At the end, we close. How do you know when that conversation is at its end? Some training programs will say, close, close, close. Close … Continue reading
It’s a fundamental process in human interaction whether you’re building a relationship or trying to sell a product, and the process is exactly the same. In the Emotions in Selling program we spoke a lot about the mechanisms of fear … Continue reading
Recruiting sales people is the trickiest part of your company. Recruiting sales people is harder than recruiting any other part of the business because the number of people who can sell is actually quite small. But the number of people … Continue reading
The first part of the process is, can you really do it? It looks easy and many people think that anyone can do it. We all have phoning blitz or a called calling day, get the whole company out there, … Continue reading
Lets leave aside the question of when do you need a business coach and skip to: How do you choose the right one for you? I often hear comments by people trying to sell their coaching services that only current … Continue reading
You need staff and you need to interview a pool of candidates and see which one of them can sell. There is a myth that some people believe that they can recognize sales people as soon as they see them, … Continue reading
Sales Myths: There’s no skill required to sell. Anybody can do it. Indeed, there are lots of people who have tried to sell and failed miserably. The mutli-level sales organizations of the world would testimony to that. They have thousands … Continue reading
Having started in previous posts to talk about the role of fear and trust in selling, we now introduce two additional concepts; “herd” and “separate”. The Herd response signifies safety in numbers and falls into the trust side of the … Continue reading
In our world, there are a lot more Farmer types than Hunter types. The people that interview and hire you, such as HR Managers, Sales managers, and even some Managing Directors, tend to be Farmers. This means that they are … Continue reading
All about SIP recruitment program is that we write the adverts for you. We use your logo, your identity, and we write elaborate detailed adverts that are designed to attract a broader and deeper candidate pool. So if you are … Continue reading
Sales Inventory Profile. Its acronym is SIP and it has been in the market since 2008. The research was conducted in the mid 1990s. When I was offering sales training, I was going around the world saying, “Let me help … Continue reading
We get it when salespeople freeze up in fear when they start out. But what about when prospects refuse to listen no matter how convincing you are because they are in fear? How does this work and how do you … Continue reading
Time management is an essential part of everyone’s lives. It’s particularly important for salespeople as if you’re not careful you will only spend 10% of your time selling. SO what really happens to the remaining 90%? Here’s a breakdown: Since … Continue reading
Happy New Year! It’s always great to launch into another year; put the last behind and start afresh – of course, remembering what worked last year and learning from what didn’t – kicking off the New Year with renewed ambition … Continue reading
If something is truly important to us we are motivated to do whatever it takes to make it happen. Very few people think getting more money is important enough to endure the angst of prospecting. To have people push through … Continue reading
We don’t expect to be able to do accounts in order to employ an Accountant. So…why do we expect to be great Sales Reps before we allow ourselves to employ great reps? Can we really expect a new sales person … Continue reading
If you’re wanting to Grow your Sales team in 2013, we’re offering our selling, coaching and recruiting expertise for a FREE planning session in January. Making big changes in your life, personally or in business, is one of the hardest … Continue reading
The quality of people’s resumes amazes me every day of the week in terms of details, consistency, layout and logical flow. I read thousand’s of selling CV’s a year now and even years ago the trend is always that, … Continue reading
Stories are born every day in simple ways and some grow to be legends. Here is our story. Sales Tribe gathered for the first time on November 26th 2012– a fresh Monday start, where a gathering of our small team … Continue reading