I grew up in a military family setting, from the age of 7 my father was in the Army and then at 13 I joined the Air Force Cadets and at 18 the Army. I spent a lot of time in leadership and management training. One of the Continue reading
Ignore the title of this subject, it was the email subject that I received from my IT Director, Murray who had discovered that one of our leads had been marked unqualified, for… in their own words…wait for it…
“nonqual, unable to contact”
This was after trying for precisely….. Continue reading
In order to really be successful as a hardcore salesperson you must completely understand at both a logical (left brain) and an emotional (right brain) level the product, business and also the psychology of the human species.
The only way to truly achieve these things is to research Continue reading
Some people have some really strange ideas…
At some stage we all decided that asking for help was a sign of weakness… Which is just about as wrong as it is possible to be…
Deep down we all know it’s a sign of great maturity to acknowledge that Continue reading
Comments that are based on your product being better than the competitions will generally attract argument from your prospect or suspect. Each product is, was and always shall be attracted by the unique individual searching for that product. To try and change their mind or force them to Continue reading
They will only drink when thirsty…
A funny thing about people is how much like horses they can be. As the old saying tells us, no matter how hard you try, they will only drink when they are thirsty.
A funny thing about some salespeople of the old school is Continue reading
Here’s a list of the various stages of a relationship and the aspects that you need to consider when building a relationship.
When you first meet someone the stage is called:
Creating Perceived Need
Once you have decided to build a Continue reading
In general, the more pressure you apply to a prospect, the more resistance you will find you must overcome. Waving a big stick may force the sale, but the carrot of a long term relationship founded on trust and respect will ensure you are highly favoured when your Continue reading