Process & Method

There are a multitude of ways to retain and grow existing customers and the same goes for securing new customers. Before you charge off into a frenzy of activity, it’s important to consider which of those is most likely to work best for you, your target market and the solution you sell.

67 per cent of salespeople do not achieve their sales targets. Thanks to the internet, buyers now have more information available to them than ever before. This easy access to knowledge is putting sales reps into a weak position, as it empowers buyers to take charge of the sales process.

Don't get siloed with who you know, network trade shows, online groups and always be connected around shared interests. Trust me - go do the research.

On what basis CEOs engage with seller?

The focus of your efforts is about being the authority, being prepared and being professional the whole way through – not just pushing to meet with the ‘person behind’.

The only way to discover the truth is to communicate in a way that helps the other person feel comfortable telling you the truth. What you don’t want is for them to think you’re calling just to make the sale.

There’s great triumph in nailing an online meeting. It sets you apart from competitors, deepens credibility, crystallises value and builds relationships.

Scientific evidence shows that one of the best ways for humans to connect, to transfer knowledge or embed new ideas is through the medium of storytelling.

A strong mindset is the foundation of everything you do. Once you genuinely come from the right mindset, telephone sales techniques become easier.

The biggest secret to winning business is to ask for the business and the biggest choke-hold to asking, running in parallel, is fear.