consultative selling consultancy
consultative selling mentoring
consultative selling training


Crystal clear or clear as mud?

Do you have clarity of your business proposition? Do your prospects understand clearly what you can do for them and why it is important they talk to you? This is one of the most fundamental challenges accidental sales people have, in my experience. This is more important than selling skill.

improving your networking conversation skills

A great conversationalist is not born. He or she is made. I know that for a fact as I used to really struggle to join in a conversation except with people I knew very well. There are some easy steps to take to improve your conversation skills but it is something you need to work at. You just have to practice as often as so you can by walking up to people and at the same time enabling them to also talk to you.

Look and sound the part!

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 lose weight or have a wonderful resonating voice. You assume that unless it is working for them it will not work for you either.

Show them the money! Show them the money!

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!

The business card that said it all!

I got up at the crack of dawn this morning to attend a breakfast networking meeting. I stood up and did my 1 minute presentation focusing on turning around failing sales people. I got an excellent referral from a business owner who had been pulling his hair out trying to get his sales person to start closing some business.

Cold calling tips for reaching senior decision makers

In recent free teleseminar David Festenstein of TeleOpen who was talking to us about using cold calling to gain appointments with senior executives of large companies. We had a good sized audience with lots of great questions being posed.

David started off explaining why normal cold calling approaches are less effective with senior decision makers and why people who are OK with cold calling in general, shy away from calling senior decision makers.

The golden hello!

Last night I was relaxing at my local health spa before doing a free teleseminar for the Accidental Salesman. I was in the steam room making friendly conversation with another club member. We had not spoken before and I could not actually see him because the room was exceptionally steamy.

What is a good sales pitch?

It seems that everyone knows what a sales pitch is and yet few know what is a good sales pitch except when on the receiving end of one! This article aims to demystify what is a key part of the sales process. Whether we like it of not, if we want someone to say yes then we need to do a pitch, no matter how subtle, or rely on our prospects to either be psychic or desperate enough to work it all out for us!

Behave online in the same way as you would offline

I am not sure what it is but some people take on a totally different persona once they get behind a keyboard. They do and say things that they would not dream of doing in a million years in their offline world. Yet the paradox is that the activity online is more likely to be discovered.

The 9 Laws of Sales Success

I tend to work with people where they seem to have everything going for them in terms of business and yet something is just not quite working. In many cases they know HOW to sell but for some reason they are not getting enough business.

I am going to do a separate article on self-motivation and I got writing down some assumptions I make that have worked well for me and I also use as a sort of diagnostic when working with other people.


Subscribe to Summary List of Articles