4 Principles for New Salespeople

People often ask me what does a new salesperson need to be successful and my answer is more than just skills and knowledge. They need principles or supporting beliefs to supplement their skills. There are just four: An attitude of feast as opposed to famine. This belief allows you to appreciate that there is plenty of business out there and you don’t need to get desperate for every sale that comes your way. Feast is an attractive persona in a salesperson, which customers can pick up quickly. It makes you…

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9 Attitudes of Motivated High Performers

Attitude Rules OK! It's often been said that salespeople need three components to thrive - knowledge, skills and attitude.  We're all guilty of focussing far too much time and energy on the first two - knowledge and skills, neglecting the pursuit of the right attitudes.  All three oil the gears of a top performing salesperson, but attitude is the highest grade oil. Attitude is the most important attribute of top performing salespeople, without doubt but the wrong attitude can be heavily damaging.  Here are 9 attitudes that all top performing…

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Customers will strive to avoid pain

Have you noticed how many diet products there are on the market right now?  Even Tesco's Supermarket  is promoting its online diet. And have you noticed how they are marketing it to people. Are they focussing on losing weight, trimming inches or are they focussing on a new you, a slimmer figure? Research from Minnesota University in late 2008 has shown that the buying public are more concerned with trying to avoid pain when buying products or services than anything else. In fact, over 80% of the people they interviewed…

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