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
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
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
Spotting a top gun listing agent in a 40 minute interview just from their external attributes is impossible… As a Sales Psychologist with 20 years experience I have found in my research of top guns that they come in all … Continue reading
In this short interview, Maya Saric – Sales Psychologist and founder of Sales Inventory Profile – will be talking to Eliza Doueihi, a member of the Sales Tribe team. Eliza starting with Sales Tribe as a Business Development Manager, moving … Continue reading
Continuing on from part 1 this short interview Maya and Eliza talk about using SIP – the Sales Inventory Profile – to recruit people who can really sell, and why this is. Maya: So Eliza, you’ve journeyed from not selling to … 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
Selling is not a real career. Indeed, many people do get into it by accident. But, 90% of managing directors having during their career been sales people. Sometimes for a long period of time, sometimes for 4 or 5 years, … Continue reading
Sales Myth – the myth that there’s only one source of sales person. I have tested 30,000 candidates and I know that that’s NOT true. There are at least 2 types in the simplest definition. There’s the sort that can … Continue reading
Another sales myth that is the most popular is that if you can sell, you can sell anything. And a lovely cliché of selling ice to Eskimos. That is also not true. There are several types of sales people and … Continue reading
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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
Continuing on from The Role of Fear in Selling where we looked at how the fear filter works, we continue to discuss the Trust barrier in selling. To recap, the fear filter separates the Primal brain and its flee or … 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. I like to call it SIP, is the world’s best recruitment program because at its core is a selling IQ program. We’ve recruited hundreds of sales people around the country; 70% of those are still in … 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