Have a conversation not an interrogation

What do newly trained coaches and my daughter have in common? They keep butting in with a prepared question just after the other person is talking. I noticed this the other day when I was assessing some newly trained sales coaches. They were so wrapped up in getting the right questions asked to achieve their GROW model or FISH model or PESOS model, or whatever they’d been taught, they forgot to listen to exactly what the other person was saying. They seemed to be butting in all the time. My…

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How to Obtain Referrals from Clients

Here’s a reminder of how to obtain a referral from a client taken from a very good dentist. Dentists. Just the word is enough to bring back painful memories for many of us and thank goodness my dental treatment is coming to an end. Months of gruelling pain and discomfort. Actually it wasn’t that bad but remember I’m a man – we feel pain more. Mike, my dentist was finishing things off this morning. A man very proud of his work and rightfully so, he’s good at his job. “Just…

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How much?

One of the most problematic objections that customer pose us is the “too expensive” or “how much” one. Many sales trainers talk about piling on the value which is so right but here’s another little tip that’ll help you out next time your customer tells you that your product is too expensive. Living out here in the country doesn’t allow us to have the luxury of gas laid onto the property so we have to have Kerosene heating oil which is extremely expensive at the moment. To prevent the central…

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