The Power of Asking Great Questions

I want to let you into a secret this week that could save you lots of time and energy in your future sales meetings. It’s a great trick that could make those meetings feel much less stressful, run more smoothly and hopefully become a lot more lucrative for you too. Because I know that sales meetings for many people growing a business, are a thing of dread! But they really don’t need to be. The simple fact is that without making sales, a business simply can’t grow. But there’s a way to manage these meetings so that you can feel professional…

Why Every Business Needs A Sales Process

When I say ‘sales process’ does that make you think of pushy, aggressive sales people who have their own inflexible approach that never bends regardless of your needs as a customer? If it does, don’t worry, you’re definitely not alone because I know it implies that for a lot of people! But it absolutely doesn’t have to mean that. I’m a huge believer that every business should have a sales process because it’s actually the best way to make sure your prospects get exactly what they need. Yes, it helps you to organise yourself and your business and to keep…

Why It’s OK To Say “I’ll Never Be Any Good At Sales“

OK, let me ask you a question …what are the first few words that spring to mind when I say “salesperson”? Is it something like “professional, organised, well-trained and popular”? Or is it more like “pushy, sleazy, slimy, aggressive and arrogant”? This is a question I ask in lots of my workshops and I can pretty much guarantee that 90% of responses will be negative. Let’s cut to the chase here. Most people really don’t like salespeople. But wait …that’s not true. Most people really don’t like what they THINK a salesperson is. And if most people believe that becoming good…

4 Reasons Customer Feedback is Crucial for Small Business

When did you last ask your customers for feedback about your service? I mean really asked them not just a quick question in passing. When did you last ask your customer to give you brutally honest, no-holds-barred feedback? If you’re like the majority of small business owners the answer is probably never. Let’s face it, it’s time consuming, you might not be quite sure how to go about it so that the feedback is structured and useful and deep down the thought of really honest customer feedback is absolutely terrifying isn’t it? Even if you think you’re absolutely brilliant what if someone…

Are You A Sales Guru or Sales Phobic?

There’s a question that I regularly ask new business owners that I meet. It’s a really simple question but it can be incredibly insightful. The question is … “what’s your opinion of salespeople?” Their answer usually speaks volumes about their personal approach to sales, about their team’s approach if they have a sales team, but more importantly about their business’ current sales performance as a result. So what’s your opinion? Do you think of salespeople as being pushy, aggressive, inconvenient, or worse? Or do you consider them to be skilled professionals who build great relationships and guide customers through a clear buying…