Make one more sales call before you finish for the day
Among the hundreds of pieces of sales wisdom accredited to the king of motivation, Zig
May 19, 2025
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Where The Sales Manual came from
A few years ago, an executive at one of my channel partners told me: “What we really need to help us sell more is a sales manual.” I wrote one for them, and they started to sell more.
It occurred to me that I could have used something similar as a young salesman, so I began sharing what I have learnt in more than 30 years as an individual contributor and a sales manager. You will find tried and tested tactics, ideas from the courses and books that shaped me, and lessons from the mistakes I have made. Whether you are a sales beginner, a veteran or simply curious, there should be something here for you.
If you can’t find what you are looking for, you can talk it through with me in person. Book 45 minutes in my diary here.
Corporate posturing – 4 ways buyers get the edge in negotiations
…..before a word has even been spoken The best salespeople know that everything is
May 17, 2025
How to build trust with your Prospects by selling like a Doctor
Have you had the need to visit the Doctor lately? How did the conversation go?
May 16, 2025
YOU, the Salesperson, are the Conductor of the Orchestra
As the excellent salesperson that you are, you will quickly become the domain expert both
May 9, 2025
Take care of your appearance – business dress and more
YOU’VE GOT 30 SECONDS According to the psychologists, you have 30 seconds to make a
March 26, 2025
A successful Sales Strategy focuses on the impact of use
Do you really know precisely what you sell? Estée Lauder, the last great independent icon
March 19, 2025
Control the Sales Process, and close more deals
October 29, 2025
Look at the image – what do you see? Various conversations and meetings, some impromptu, people looking at data and reports, maybe comparing information, making
why your name is irrelevant when you make a cold call
October 21, 2025
Do you state your name when you make a cold call? Why? Is it part of your sales message? Does it add value to what
A sales call is a natural conversation, not an interrogation
September 20, 2025
Imagine you’re talking to a close family member or friend, maybe over dinner or a drink. You are fascinated by an experience they are talking
12 reasons why you should always ask the prospect to buy
September 19, 2025
We can’t stress enough how important it is to always ask for the business. “Closing the sale” is the #1 theme of old-school sales methodology,
Sales prospecting – do you know your ideal Prospect profile?
September 8, 2025
Although it may seem obvious, knowing your ideal Prospect profile is THE #1 requirement for successful prospecting. The notion that a “good salesperson can sell
5 negotiation tactics to counter “It’s too expensive”
August 4, 2025
“It’s too expensive” is one of the Prospect’s most common negotiation tactics when you present your offer and you will need your own best negotiation
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Think Twice, Cut Once, to create a successful Channel Program
October 1, 2026
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How do you deal with “Send me some information” and WIN?
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