It was 3 o’clock on a cold wintery Friday afternoon and I was just about to see a new client for the first time. Great. Tired and longing for a big fat armchair and a cup of tea, there couldn’t really have been a worse time for me to deliver a magnificent sales pitch....
Ok, we are not talking here about the downright obvious. Clearly, threatening your client with an axe, laughing at his dress sense, yawning, falling asleep or eating enormous slices of oily pizzas are definite no-no’s. They need no explanation – it is the...
You have a “Hot Prospect” who makes an enquiry but is also interested in talking to your competitors. They NEED your service but what is going to make them choose you? Most sellers will go into a long dialogue about their product or service. Most of your competitors...
A defining moment in my life was at the age of 16 when my dad went bankrupt. He owned his own business and was really passionate and knowledgeable about his product. But what he wasn’t so passionate and knowledgeable about was Sales and Marketing. He didn’t know how...
