Jan 4, 2021 | marketing, sales tips, Training
I’m subsituting MAN for FAN because it’s time to move with the times! Those of you in sales will be very familiar with the acronym MAN as standing for: Money Authority Need (in other words, a simple way of identifying the best person to have a sales...
Jan 3, 2021 | entrepreneurs, marketing, sales tips
He’s 13 years old, so obviously he knows how to cold call better than me! OK – It’s Hallowe’en and I’m doing Trick or Treating with my 2 children and their 9 year old cousin. Clear instructions are issued: Only go to the houses with...
Jan 2, 2021 | marketing, sales tips, Training
Sometimes it’s better to sell backwards Do I really mean that? Well maybe not everything should be done backwards. But it is certainly worth setting out at the beginning of the meetings, the expectations you have for the end of the meeting! Let me clarify. OK...
Jan 1, 2021 | customers, entrepreneurs, marketing, prospecting, sales tips, Training
Positive Language can make a huge difference to your sales conversation, so don’t go using language that makes customers avoid you. There are certain words and phrases that are considered clichés in the world of selling. If you want to avoid looking like an...