“It’s Like Joining The Jam Session With The Band After The Concert”

Every now again in your life you are given an opportunity. An opportunity which IF TAKEN can mean more to you than you would have originally ever expected. Let me explain by telling you a quick story. Around 9 years ago I joined a Business Group. It cost $12,000 for the year to be a member. The Group met four weekends a year in different … [Read more...]

How could a university marketing graduate get it so wrong ?!

It didn't take me more than 2 minutes to tell the General Manager to a business I consult to... "This sales letter is crap !" I meant to say in a polite way...  "This sales letter won't work !" but me being me didn't quite express it so eloquently. You see this business, one I know quite intimately, needed to steer in a different direction to … [Read more...]

4 Shocking Truths Which Will Kill Your Marketing Sales

If there was ever a lesson to keep in contact with your clients then it has to be the same lesson Robert learned last week. Robert is (well at some stage was) a client of mine.  Robert allowed his office staff to take over his marketing and to keep in regular contact with his clients. Ok...Ok.... Let's get real here... Robert dumped me because … [Read more...]

Sometimes A Policy Is All You Need

It's not everyday you are going to need a policy for work but every now again you are going to thank your lucky stars you have one. You see, if you employ people, or know people who employ people then at some stage either of you may have experienced a time when somebody asked, "What's our policy on this ?" It could be an issue on: Recruitment … [Read more...]

Bob was left gobsmacked. He didn’t know what to say next.

It was with these very words, "Mate, I just can't do it !" that Bob was stuck in a trap. Bob is a good friend of mine.  He works for a company selling tiles. Tiles are a competitive game to say the least. You have plumbers, tilers, flooring guys and home-handy people all wanting specific varieties. The number of retailers across Australia is … [Read more...]

How To Get A Sale Quicker

It came as no surprise when a record number people grabbed hold of their very own Objection Response Manual yesterday. Grab it here if you have not yet. It is jammed full of 141 ways to overcome customers' sales objections. Objections like: It costs too much; How much discount do I get?; I need to get more quotes; I don’t have that much to … [Read more...]

The one simple truth about selling… Learn this and you will join the Elite !

A common question I always ask people when they are 'out on their own' is... "Where do you find your prospects?" Most talk about how tough a slog it is out there. Finding new prospects is getting tougher everyday. I then ask, "Once you find them how is your closing rate?" You know, "How many prospects become customers?" Now this is where it … [Read more...]

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