Blog What we think

Feb

2

2018
We are motivated by pain and pleasure

We are motivated by pain and pleasure

What are you motivated by? When I ask this question at seminars there are usually five or six things that get mentioned: money, success, power, winning, love and even hate on occasions. Everybody is different and each occasion is different so it's hard to tie it down to one thing or another. When we explore this issue deeper, however each of the above drivers can...

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Feb

1

2018
Exploring the Options

Exploring the Options

When making a decision it is useful to get all the facts in place so that you can start to generate the options. This is usually a cyclical process working hand in hand with getting the facts and discovering the truth. As you uncover facts, decision options will occur to you and you will then need to uncover more facts to test the option’s feasibility....

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Jan

31

2018
Brainstorming

Brainstorming

Before making decisions it is useful to get the opinions of the rest of the team. There is usually one person who has to make the decision but if you want the team to buy into the decision and help make it successful you will need their input. There are a number of different ways to achieve this and the following is one that has...

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Jan

29

2018
Taking Action

Taking Action

When you make a decision - Take Action Decisions are not wishes, they are cast it stone, or at least should be. A problem often arises however, a few days after the decision is taken. A decision is taken on the day when you are most determined to make the decision succeed. You are all fired up and the very good reasons why you decided...

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Jan

25

2018
What gets in the way of decisions?

What gets in the way of decisions?

So, we had a good idea but it could have easily have been delayed and forgotten. There are many reasons why we avoid decisions. The following are typical reactions when decisions are needed: Procrastination We ‘decide’ to wait and see, think it over or sleep on it. Thinking it over can be good if it leads to a decision but all too often it only...

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Jan

24

2018
There are hundreds of ways to close a sale – Part 3

There are hundreds of ways to close a sale – Part 3

In part one and two of this post I talked about the following close types - The Direct Question Close - The Alternative Close (The most likely to get the 'Yes' you are looking for) - The Order Form Close - The Compliment Close - The Advantage List Close - The Secondary Question Close - The Similar Situation Close There are many other types of...

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Jan

23

2018
There are hundreds of ways to close a sale – Part 2

There are hundreds of ways to close a sale – Part 2

In part one of this post I talked about the following close types - The Direct Question Close - The Alternative Close (The most likely to get the 'Yes' you are looking for) - The Order Form Close - The Compliment Close   There are many other types of close you may like to consider: The Advantage List Close This is used for customers who...

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Jan

22

2018
There are hundreds of ways to close a sale – Part 1

There are hundreds of ways to close a sale – Part 1

Every customer is different, every industry is different and all sales people are different, so it is very hard to say this is the best way to close a sale when there are so many different situations. There are a few options here, however, and sales people tend to stick to what they know. The most common close is the direct question close. The Direct...

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Jan

19

2018
Don’t ask the prospect if he has time to speak

Don’t ask the prospect if he has time to speak

I was reading an old sales training book some time ago, in which the writer made the comment that it is only polite to ask the person you are ringing if they have time to speak at the moment. This is a mistake. I was sharing this with a friend and he told me that this was the way he was trained! Please don’t fall...

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Jan

18

2018
Getting That Appointment

Getting That Appointment

When you are using the telephone to make an appointment please remember you are only selling the appointment. If you give them too much information about the product or service you are giving them too much to object to. There is a very good script that I picked up about 15 years ago that will help you to sell the appointment. It is not my...

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