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Intel recently announced another advance in chip technology that is expected to result in a doubling of computer processing power. Now you may be wondering what computer chip technology has got to do with selling. Well, quite a lot as it turns out. Moore’s Law – coined by Intel founder Gordon Moore – predicts that computing power (or, more precisely, the number of transistors on any given chip) will double every two years. It is a handy metaphor for a dramatic and relentless pace of…

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Small business owners are notorious for wearing multiple hats: they can be managers, bookkeepers, impromptu IT “experts,” and marketers, among other titles. But what ever roles you find yourself taking on as the owner of a small business, there is one that is inescapable- that of the salesman. What you may not realize, however, is that this role will remain with you even if you have a dedicated sales staff on hand. You Are Not Just Selling to Your Customers With so much emphasis on…

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I had the opportunity to work with some great B2B sellers and sophisticated process driven buyers over the past month from London, Brisbane, Dublin and New York. While working with them, we noted a number of key insights that can help sales teams deliver real value and increase their chances of accelerating the sale. 1. Your value must be valued Does your solution help every opportunity in your pipeline, deliver some strategic value or meet some business case that will deliver revenue,…

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The basic premise of the Star Wars trilogy was the rise of an empire led by a ruthless emperor. Of course, in the movie, good overcame evil and everyone lived happily ever after (less a few entire civilisations destroyed along the way!). In business, we come across our own little versions of the empire. Individuals who have carved a niche out for themselves and end up being gate keepers to certain individuals or decision makers. This is all part and parcel of the modern business world,…

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We need to ask ourselves this question every time we are about to approach a prospective customer or client. Why? Because the answer will give us the ability to give the customer exactly what they need. This ties into my previous post “Whats more important: The Product or the Customer?” Before I go any further, there is the customer who describes a 42-inch HD Plasma TV as “the big flat telly’s with DH“, and do you know what? They are right too! But sometimes eager…

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Sales professionals are largely the public face of a company or organizations and people judge the company by seeing the sales personnel. They need to have the right personality traits, the correct mental make-up and attitude to be successful and help their company or division do better. Some of the most important qualities in a sales professional include: # 1. Excellent people skills The most important quality to become a successful sales professional is to have the knack of establishing a…

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With sales targets to hit & seasonal bonuses coming up, we all want the best sales figures. When we work for a company we have belief in the product or service. We believe ours is the best out there and customers would be mad not to buy! Should we not consider ourselves lucky if the customer decides to buy? I have spent 10 years selling what could be considered luxury items. I now have a team who sell those items also. These products have a personal nature:  cosmetics, perfume, jewelery…

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How many times have you opened your door or answered your phone to a salesperson eager to make their sale? It wouldn’t surprise me if many of you said ‘loads’ but have a negative story to tell. If you are a “cold-caller” you can frighten away your customers in the first 10 seconds of them opening the door or answering the phone. They don’t know you and they possibly don’t know your product, therefore the fact you may know their name (call centres) your…

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Business proposal is not just about papers.  Prepare the best business proposal, complete with 3-binding ring and hard cover, you would still face the probability of being rejected. Believe me, if you could sell yourself, you may just need a paper that wrote “You’re the one in loss if you don’t buy my ideas”. So, how on earth can I sell myself? Tag yourself a price Woo…not for others, for yourself. Place price on yourself. Are you worth it? Do other people see you with that…

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How many of us are lucky enough to work within a Business or own a Business that is our ‘Dream Career?’ If you answered ‘me, I am’, you know ‘What Makes Your Business Amazing!’ It would be a mad world if we ALL looked at life and said ‘what will make me the most money?’ I want to be/do that… There is only enough room for one David Beckham and only one Brittany Spears. Through school and university we are guided by professionals towards…

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