You are in an unfamiliar part of town. It’s cold, dark and the street lighting is next to useless. You know where you want to get to but you are finding it very difficult to find the right way forward……….
That’s often what it’s like selling to a larger company where it’s difficult to find out [...]
Articles under ‘Easy Selling’
Complex sales and the path to enlightenment
You cannot give away what you don’t have
I often get asked by people how they can get prospects more excited about their products and services.
The thing to keep in mind is that emotions are contagious and unless you are excited about your products and services then how can you expect your prospects to be? Pretending is not enough. In fact most people [...]
Have you paid attention to your gut lately?
Over the many years I have been helping the owners of small businesses to turn their sales fortunes around, it never ceases to amaze me how many already knew, deep down, what the answer was.
They are too busy following their head to listen to their gut. When I come along and tell them what they [...]
There is more to sales than selling
People that follow me on Twitter will have read about my long running struggles with a certain major telecommunications company in getting my billing right.
The problem for me is not the mistakes. It’s the amount of time and effort I have had to invest in sorting them out. Holding onto a ‘help’ line for [...]
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