Personal Branding in SMEs – Time to Challenge the Paradigm
The average SME starts from the typical ‘garage’, i.e., the owner invests some dollars and leverages off their experience or training to start their business….
Understand your Customer using Avatar Analysis
How do you get to really understand your customer? There are two benefits in better understanding your customer or prospect: 1. Should they be your…
Every Product is a Service. Every Service is a …
…your product is about the experience your customer has with your product, more than the features and benefits of the product itself.
The Business Owner Is The Head SalesPerson
The Sin I committed when I started my first business in 2004 was that I wore every hat in the business. There was no alternative…
Sales: Are we Driving the Wrong End of the Equation?
Who is this article for? Sales managers & business owner first of all, thereafter others involved in sales. Background As a business coach, advisor and…
Sales: Building trust through Tension
Did you know that 75% of any sales outcome is directly related to the manner in which trust and rapport is established between the seller…
Sales: Focus Your Dialogue To Your Niche
The riches are in the niches! Have you heard that phrase before? I have heard this countless times and a quick Google search on that…
Sales: Where Is Your Niche?
So you have been told to identify your niche, as that is where your sales will flourish? I know that many of the business owners and…
Dealing With Negatively Minded Customers
Success begets success, positivity begets positivity and negativity begets negativity. Recently I was coaching a client who was dealing with an extremely negatively minded prospect. He…
Consultative Sales Process (CSP)
Why is this even a topic of discussion? Based on my personal experience and feedback from the majority of sales people that I meet, a consultative…
Sticking To It
We all have access to the same 1440 minutes per day to make our magic, yet why do some achieve so much more than others? Are they really that clever, gifted or just lucky?