Articles under ‘Sales Meetings’

Anyone who has been to one of my trainings know that I delight in drawing wisdom from movies. Its my excuse for indulging in my passion! There is nothing better than seeing a great movie on the big screen whilst munching on popcorn! Pure heaven!
One of the movies I like to draw from is Jerry [...]

If you were considering a weight loss course you may be forgiven for believing that the program lacked credibility if the person running it was significantly overweight. The same could be said for a voice coach that has a squeaky and irritating voice. It does not matter that this person has helped lots of people [...]

Whether it is a customer, prospect, or people you meet at networking meetings you want to be remembered favourably and to make a personal impact. But how do you do that? Is it not something that some people have and others lack? That was the theme of tonight’s free tele-seminar from The Accidental Salesman®
According to [...]

I recently met a very confident woman who confided in me she was sometimes quite nervous in sales situations and yet it never showed. I asked her how she managed to maintain her outer confidence. Her answer was what she called her ‘magic wardrobe’. In her magic wardrobe she has a number of outfits that [...]

A lot of people think they are engaging in consultative selling but really all they are doing is trying to second guess what their prospect is thinking. In this article I share with you a game that you can play to make your sales meetings more fun and increase your sales too!
When I am training [...]

After you have read a few sales books and have attended a sales training or two you think you know the score. Get a USP, focus on the benefits of your product and service and remember that people don’t like to be sold to but they do like to buy. Just because everyon…Read the rest [...]

Around 15 years ago I learned a technique that really boosted my confidence and performance in sales meetings and I still use the technique to this day for every sales meeting I attend. You are, however, more likely to discover the technique in a book on sports performance than a book on sales.
Top sports [...]

In this article I present a 5 step visualisation technique that changed me from a shivering wreck in sales meetings to a super confident sales person. I use it for every sales meeting, every speech I do and anything that needs super confidence.
This technique can be done totally in the imagination in just 2 [...]

If you are having trouble justifying your fees then you need to REALLY understand Return on Investment (ROI) – it’s the key to earning higher fees and your clients still thinking you are excellent value. Here is an outline of key concepts and I will be…Read the rest of this entry »This resource is only [...]

SPIN selling, Solution selling and the many other flavours of consultative
selling are very powerful when used as intended. They are ways of being able to
help both prospect and sales person to think through the problem at hand,
discover the underlying factors and together arrive at some conclusions. The
sales person can then make an informed proposal as [...]