Keep your Customer Posted

When we're bang in the middle of our sales meetings, in the midst of our coaching sessions or performing in front of an audience, we sometimes forget one of the golden rules. My 8 year old daughter was loading two new computer games on her laptop, which she'd borrowed from her brother. Zoo Tycoon and Frankie Secret Agent. She was so excited. Frankie Secret Agent seemed to load OK and Bethan was thrilled to get the game started so she clicked on the start button. However, the screen went blank…

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Detachment Improves your Closing Ratio

How can we improve our closing and selling?  One way is to become slightly less detached from selling which has remarkable results. Let me explain how. I was at the football stadium last month having lunch in a rather pleasant restaurant.  It was brand spanking new and the food, décor, surroundings appeared to be sumptuous.  I was looking forward to lunch. Talk about aloof, the waitress might have well been an android, she was so detached to the process of serving myself and my colleagues, I thought she was talking…

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We’re all part of a big team

As sales people or sales coaches we must remember that we are all part of a team and this team can be more effective than us alone. I didn't get to Glastonbury in 2009 - long story don't ask - but I did get to watch my favourite bands on BBC in glorious close up which you haven't the faintest hope of doing when live at the festival.  Normally you get to squint at your favourite bands from about a million miles away. One band I love is Blur -…

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