Life is a Rollercoaster

This week I’d like to show you a great tip when you really need to appreciate what your customer is thinking. Ideal for the consultative salesperson and sales coach.I’ve never travelled on a rollercoaster. Honest, I know it sounds remarkable, but I’ve never had the courage to climb in the small cab and ride the […]

The Hook and the Complex Sale

This week’s sales tip is particularly useful when you deal with a complex sale which generally means your sales don’t happen quickly, they can stretch out to days, weeks even months. Typically complex sales happen in business to business selling but even consumer selling is dragging on nowadays as customers labour their decisions in this […]

Commodity versus Advice

On the train one spring morning to London I met three very interesting ladies who made me think about financial advisers or, in fact, any salespeople who want to differentiate themselves from their competition, so let me share with you why. These ladies are from Indonesia and live and work in Gloucester. They were dressed […]

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