Articles under ‘Starting Selling’

In this entertaining podcast I interview Mike Southon co-author of Beermat Entrepreneur and Sales on a Beermat.

Mike runs through the three elements of sales featured in his book:

• Be Liked - why it is essential to focus on prospects that like you

• Qualify - the 10 steps to turning interest into a sale

• Close - How to ask for the money

When listening make sure you have pen and paper to hand. This podcast is stuffed full of tips and references to free materials on Mike’s website http://www.beermat.biz

Mike is a salesman through and through and has been involved in building and selling many businesses.

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Although cold calling may not be the most effective form of lead generation in terms of conversion rates, I would not rule out cold calling if you need to get some momentum in your business development. I have a client whom since biting the bullet and starting to make the calls has started getting loads more referrals. Weird eh?!!

He listened to the excellent free audios and videos on this site on cold calling by leading experts to learn some key strategies. We then worked out his approach and did some role playing and objection handling to help build his confidence.

Listening to the experts really got him to realise that his objective was to find people with the problems he can fix rather than try and push people into buying things they don’t really need. Once he had evidence that people with these problems were open to his solutions it took his motivation to a whole new level. It is as if the blinkers were removed from his eyes and now there is no stopping him! The enthusiasm has spilled over to his other forms of lead generation and the cash is beginning to flow.

I am sure he will take some of that cash and invest it in the excellent offline courses by the trainers on this site. However, the material was enough to help him make a breakthrough and start getting his business onto an even keel.

Job done!!

How realistic are your goals? If you diligently follow the SMART formula for setting goals then your goals are just not big enough!! That is the conclusion that Accidental Salesman® interviewee David Hyner of Stretch Development came to after interviewing over 100 top achievers who are all creating amazing levels of success. In this recording I interview David on the 5 step model which he developed by boiling down all the wisdom generated from his research into an easy to follow process he calls ‘The Massive Goal Principle’.

In my own words the five steps are:
Step 1 – Set a big fat hairy goal!!
Step 2 – Research your goal and break down into tasks
Step 3 – Prioritise tasks and integrate into your daily calendar
Step 4 – Take action!
Step 5 – Never give up (Keep on keeping on!)

I first met David on a trek in Peru. He was talking about his research and I thought I knew what he was talking about because it all seemed so simple. It was only after I had been on his workshop and explored the mindset behind the 5 steps that I understood how profound the insights were. By listening to this audio you will begin to understand the power of the 5 step model and how to take it from theory into action. It will get you thinking bigger and give you a structure for turning your big fat hairy goals into tangible results.

Each time I listen to it I fired up all over again!! I challenge you to follow David’s insights and not get inspired! Once you have listened to this audio I promise you that you will never settle for realistic goals again!

I was talking to a business owner recently who has been struggling with sales for quite a while. The struggle has been with herself which is bizarre as she has displayed to me on many occasions that she has the potential to be very good at sales. Yet it is clear that she has a general dislike for sales people. This dislike is holding her back just like it once held me back. It was only when I realised that not all sales people behaved like they were selling double glazing that I made significant progress!

Everything comes with a price tag. The best things in life may be for free but even they come with a price attached. Although money may not be involved, there is still a price. For example, you may need to give something up or do something that you are reluctant to do.
I have not yet [...]

Questioning skills are an important tool in any sales process and especially with a consultative selling approach. In this advanced questioning skills video mini-course I created through my sales coaching and business development consultancy company I explain the uses of open and closed questions in terms of closing a sale. It is just under 13 minutes long.

Consultative selling is essential for anyone selling business services or solutions. But how do you do it properly? In this consultative selling video mini-course I created through my sales coaching and business development coaching company I explain the basics of consultative selling and a model for approaching the sales meeting. Even if you have some experience in consultative selling, it should provide you with a different perspective. It is just under 14 minutes long.

Many accidental sales people struggle to do enough sales activity because they do not understand how to get themselves sufficiently motivated. Other feel motivated from time to time but it is not consistent.

The most important decision you will ever make in sales is deciding to become a student and learn the craft.
When I was a trainee accountant I would show up at the classes because it was part of my job. I hoped one day to be a qualified accountant but I was just going through the [...]

You are an accidental sales person and you hate the idea of selling. You know you have to anyway as you have a mortgage to pay and a family to feed! How do you go about increasing your confidence in selling?

Around a year ago I produced a podcast on this topic with radio presenter and journalist Chantal Cooke. We discussed the various things that typically impacts selling with confidence and this is a full transcript of the podcast available for premium members in e-book format.