Podcast

Episode #269: The Client's Needs Analysis

In the last episode we looked at uncovering any buyer misperceptions about our organisation and then dealing...

Episode #268: Dealing with Misperceptions

Business is brutal and sometimes clients have received incorrect information about our companies from compet...

Episode #267: Designing Qualifying Questions and Our Agenda Statement

This week we will look at improving our questioning skills and setting up the meeting agenda. There are a v...

Episode #266: Building Our Credibility Statement

In sales, we definitely need a Credibility Statement. Buyers are always worried about buying what they don’...

Episode #265: Our Pre-Approach in Sales

What is your pre-approach regimen before you meet the buyer? We cannot do everything and our time is finite...

Episode #264: Our Personal Sales KPIs

In this episode we will look at KPIs or Key Performance Indicators. These are activities which when carried...

Episode #263: Sales Attitude, Image and Credibility

We know that our attitude determines everything. Henry Ford is often quoted for saying, “if you think you c...

Episode #262: Don't Sell The Prez

Usually gaining access to the big company President is a real coup. We now have the ear of the decision mak...

Episode #261: Honing Our Unique Selling Proposition

Every minute, there is more and more competition for the same clients, so we need to differentiate ourselves...

Episode #260: How To Get Better Results

We have so many things pulling us in different directions at the same time, we can get a bit overwhelmed by ...

Episode #259: How To Build Strong Relationships With Our Buyers (Part Three)

Over Parts One and Two we have been exploring how to apply some human relations principles when we are worki...

Episode #258: How To Build Strong Relationships With Our Buyers (Part Two)

In the last episode we looked at the first three of the human relations principles we can apply when interac...

Episode #257: How To Build Strong Relationships With Our Buyers

If we want to succeed in sales, we want to build a strong relationship with our buyers. Having to run aroun...

Episode #256: Revising Our Unique Selling Proposition

You would think that if your business has survived Covid, then the pandemic will have cut a swathe through y...

Episode #255: Why You Need A Salescycle

At the center of everything we do is the customer relationship. Additionally, like planets revolving around...

Episode #254: Building Customer Loyalty

We all know that without trust there will be no sale and much worse than that, no ongoing sales. So how do ...

Episode #253: Japan Doesn't Change In Sales

I listen to a lot of sales gurus because I am a permanent student. I have noticed there is a consistent the...

Episode #252: How To Own The Sales Transition Zone

New clients are so demanding. They want to hear what we have to offer and quickly find out how trustworthy ...

Episode #251: Getting New Clients During Covid’s Long Tail

We are all hungry for Covid to end so that we can get back to normal. It looks like it will be all good by ...

Episode #250: Don’t Say “No” For The Client

At the age of sixteen, I was wandering around the streets of a lower working class area in the suburbs of Br...