I met Ruth Flyn, the owner of Tree’s Please at the Small Business Expo in Auckland last week. As you can see from the photograph – she has a wide range of products available. Not only do these make great gifts for any occasion - they are particularly suitable for a wide range of events. [...]
As you may recall – I met the author of this great little book at the BNI International Conference in San Diego last year – and was pleased to welcome Bonnie as one of our first Contributing Authors to the BNI Blog. Bonnie has just let me know that her book has been endorsed by two NY Times Best [...]
We have been looking at the closing phase of the sales presentation and last time I touched briefly on objections.
Sales trainers in the past would spend a large proportion of their time teaching methods of overcoming objections. Indeed a common myth propagated by these trainers was that objections were in fact strong buying signals, however [...]
This week I will look at what some consider the most critical phase of the sales process – asking for the business.
In a well planned presentation this should be the easiest phase however for the majority of salespeople this in fact is the scariest part.
Statistics consistently show that in 62% of presentations the salesperson does [...]
