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Sigmund Freud, Malcolm Gladwell, Steve Jobs And The Sales Pitch

Are your sales pitches and Cold Calls getting the Cold Shoulder?

This could be your solution!

Anyone who has made an effort to pitch a new business on the telephone or face to face has had the horrible experience of sensing that the prospect has already made up their mind before you even opened your mouth. It is a frustrating experience being judged and dismissed almost before we speak.

I have…

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#Cold calling #malcolm gladwell #steve jobs

It is the sizzle that sells the steak – the selling power of emotional triggers!

The most powerful perspective in selling is to understand the emotional triggers that cause people to buy. If it is true (and it is) that we buy for emotional reasons and prove with logic then why do most salespeople sell benefits and features?

If we can imagine that the buying trigger in the buyer’s brain is like a dartboard then features, benefits, price, convenience and packaging – all that…

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#buyer motivation

Finally, A Real Solution To The Dreaded Cold Call

Cold Calling is a dirty word in sales!

The reality is that nobody likes to Cold Call but the fact is that most businesses grow on Cold Calling. There is no other way to get past all the noise and the hype of marketing and social media and get directly to the decision maker.

Whether you do business on the telephone or in-person almost all business relationships start on the telephone. We need to…

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#Cold calling #cold calling course #cold calling is not dead #cold calling works #telephone cold calling

Top 10 (fixable) Sales Mistakes

Most salespeople underperform – that is they fail to consistently hit reasonable sales targets. Most businesses underperform – that is they fail to consistently to hit the average market growth rates.

Here are 10 absolutely fixable reasons:

1) Failure to properly identity qualified prospects.Most salespeople spent most of the time speaking to people who will not do business with them. The reasons…

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#Cold calling #Sales Mistakes #sales skills

How To Make The Perfect Cold Call

My personal record for booking face-to-face business appointments via absolute cold calls is 22 in one day. That is 22 confirmed appointments with business decision makers with a 7-hour day. My normal conversion rate is 50% – that is I generally book 1 out of every 2 calls made – on a good day the conversion rate has been as high as 90%.

How do I do this?

Well, I will tell you that the first…

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#Cold calling #cold calling works #telephone cold calling

The 'One Thing' That Will Massively Increase Sales Performance

The ‘One Thing’ That Will Massively Increase Sales Performance

Selling is a complex process – perhaps a game would be a better word. We get what we want by helping others get what they want. In the best scenario everybody does better.

The problem with many sales situations is that salespeople allow the sales relationship to deteriorate into chasing the order. A focus on price gives up power to the prospect.

How to avoid giving up power and move to gaining…

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#ask for the order #controlling the customer conversation

Bypass Gatekeepers and Book More Meetings!

Does the idea of picking up the telephone to book a meeting with a business prospect fill you with dread?

The use of the telephone is becoming more and more important. Security measures mean that the only way to meet with prospective buyers is to first connect on the telephone.

70% of all emails sent today are spam, which makes the telephone more important than ever!

Cold calling is a very…

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#Cold calling #gaterkeepers #Sales Training #Selling

Why Price Objections Are Almost Always Untrue

I challenge you to take a moment and think about the contents of your kitchen cupboards – are they filled with no-name brands? What about your bathroom? Are the shelves filled with the lowest priced shampoos, skin treatments and cosmetics? What is in your driveway? Is it a plain, modest best value automobile?

Of course not!

Everyday we have the opportunity to buy value brands but how many of us…

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#building customer trust #sales objections #selling on price #selling value

Women who exercise frequently earn 11.9% more

It’s time to exercise your earning potential.

Frequent exercise increases wages, and more so for women than for men, according to a Cleveland State University study conducted by Vasilios Kosteas.

Women who exercise frequently (The study defined exercise as aerobics, running, swimming, or cycling. However, weight training offers all the same cognitive and energy-increasing benefits.) earn 11.9%…

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#fitness #success #women in business

21 Shocking Sales Facts That Will Change How You Sell Forever!

1. If you follow up with website leads within 5 minutes, you are 9 times more likely to convert.

2. The best times to email prospects are 8:00am and 3:00pm

3. The best time to cold call is 4:00-5:00pm. The second best time is 8:00-10:00am. The worst times are 11:00am and 2:00pm.

4. Thursday is the best day to prospect. Wednesday is the second best day, Tuesday is the worst day.

5. Top salespeople…

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#Cold calling #sales #sales facts #selling stats

3 Reasons You Didn’t Close The Sale

The reality of selling is that we will not close every sale! Even if you were trading Gold for Silver there would be someone who would simply not buy. There are many things beyond our control in the selling environment. Looking carefully at the result of every client contact and evaluating what went right and what went wrong will improve results.

When we look at failure and evaluate performance…

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#active listening #closing the sales #objections #sales engagement