News & Blog

News & Blog

What Will You Do Differently, Be Specific?

The Definition of Stupidity – Repeating the same behaviour expecting different results! Often, a salesperson that sold 10 of his products one month turns around and forecasts 12-14 for the next month. In theory, it seems like a positive thing to do. After all, we want to believe we can...

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The Sales Managers “Monday Morning Questions”

Another new week begins, every day of that week gets presented as an opportunity for change to take place. If you didn't like yesterday's results without change things will remain equal moving forward. This week's newsletter is about driving change through powerful questions, starting today Monday Morning. Ask your team...

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The Real First Impression

Most salespeople know that making a good first impression sets the tone for the entire sales process. However, they often don’t understand when making the first impression really begins. It is not the moment they introduce themselves to the customer and begin building rapport. A first impression begins the moment...

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The Marriott Management Philosophy

A living tradition of values and beliefs "A businessman once said, 'A business succeeds not because it is long established or because it is big, but because there are men and women in it who live it, sleep it, dream it, and build great future plans for it." "We have...

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The Four Fatal Sales Mistakes Losers Make (Automotive)

1. They pre-qualify. When you play ‘guess who the buyers are’ you are wrong more often than not. Judging a prospect based on the car they drive up in, their dress or appearance is both arrogant and ignorant. If you think you can tell who can or can’t buy based...

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The Five Motivators that Prompt Customers to Buy

There are five motivators that prompt a customer to buy, today’s challenge is to help you understand how and when to use them in your sales presentation. By utilising these incredibly powerful strategies you connect better with your customer and subsequently make more sales. The first motivator is “Gain” Customers want...

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The First 30 Days – Getting New Hires off to a Great Start

In a recent Management seminar I covered the topic of how to get new hires off to a great start and the feedback was so positive that I wanted to include some highlights from that conference into this toolkit. While I cannot cover the entire 45-minute program in the limited space...

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The Agenda Set

The Agenda Set Although surprises happen in our lives, if the truth were known very few of us actually like them. Most people live their life through routine, they repeat the same habitual forms of behaviour, they fear going into the unknown. This simple technique we share in our article...

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The 10 Point Plan for Increasing Sales (Automotive)

Ten point plan for increasing sales All sales teams at some point need a boost. When times are good and results are coming in there is less of an incentive for sales managers to demand extra effort. So lets put together a 10 point plan designed to improve sales within the...

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