It’s not MAN anymore – it’s FAN

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...

Sometimes it’s better to sell backwards

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...

10 Things successful salespeople always do

10 things successful salespeople always do   There are always some high achievers in sales who, no matter what, always seem to be able to smash their targets, whatever else is happening in the world. So what do these individuals have in common and what can you learn...