It’s not all about the price.

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If it’s all about price in your market there would be no need for sales people and in turn there would be no need for purchasing departments.All that would be required would be two computerised systems,one  giving purchase orders and the other processing purchase orders.But this is not the case.

Its not about price,it’s about value and relationships.Buyers in all markets want quantity,service and value from their vendors.They start to look around when these three areas in the relationship with their existing vendors start to fail.Taking clients for granted is also the worst sin that a sales person can commit.Most buyers are prepared to pay more for a product or service if they know that can get the quality,service and value from an alternative vendor when that vendor comes knocking.

So next time someone asks for the lowest price remind them that a low price often comes with a cost that they may in fact not want to accept.

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Refine your search criteria.

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LinkedIn when used correctly can be the best tool to help you connect with your target buyers.Not only should you have an ideal prospect type that you are chasing (manufacturing,food processor,education etc) but you should also have an ideal contact person within that prospect type to connect with.It could be the operations manager,financial controller,C.E.O or plant manager that you need to connect with.Refine your search criteria to get the best results and aim higher within the organisation.For example don’t just search for manufacturing in your defined area but also search for operations manager manufacturing in your area.Doing this will shorten your search time and focus on specific decision makers.

When conducting your LinkedIn searches also check to see the “people also viewed ” section of your prospects profile.This will give you additional information on a potential gold mine of contacts.The above advice might sound a bit basic but I am constantly surprised at the number of people who don’t expand their search criteria when using LinkedIn.Apply this method to your searches this week and connect with some great people.

 

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How to tell when someone is lying to you.

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The following are 6 indicators that someone is lying to you.

1.They change their head position quickly.

2.Excessive grooming.

3.They touch or cover their mouth.

4.They often look away to the left.

5.They point a lot.

6.They provide way too much information.

This coming week look for these and other signs when dealing with prospects and clients.Telling the truth is always the best option,it’s less stressful and most people don’t have a good enough memory to cover their lies.

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The three second rule.

How many times have you handed a prospect your business card to have them either put it in their pocket or in their folder without looking at it?How did that make you feel and was that a good start…

Source: The three second rule.

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The three second rule.

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How many times have you handed a prospect your business card to have them either put it in their pocket or in their folder without looking at it?How did that make you feel and was that a good start to the initial meeting?We develop our impressions of others within the first few seconds of meeting someone new.Our smile,handshake,shoes and the quality of our voice all makes an impact.I would also add to that list the way business cards are handled.

Next time someone hands you their business card take it with both hands,look at the name,title and company name and then put it in your folder or pocket.This only takes about three seconds but has a good impact in the mind of the prospect.It tells them that you are not only interested in what they do,but also in who they are.Doing this adds value to the sprouting relationship.

This coming week take three seconds out to really read your appointments business card.The investment in time is small but the rewards can be great.

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Make plans and goals this January 1.

This New Year’s Day make plans and not resolutions.A resolution without a well thought out written plan is just a wish.How many times have you made resolutions that you really new you should …

Source: Make plans and goals this January 1.

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Make plans and goals this January 1.

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Start on January 1

This New Year’s Day make plans and not resolutions.A resolution without a well thought out written plan is just a wish.How many times have you made resolutions that you really new you should keep but didn’t?This January 1 do something different and make a list (goal setting) of what you want to achieve this year.With each goal make a list of those things you need to do (specific action points) to achieve that goal.For example if it’s losing weight,what diet changes do you need to make and what exercise do you need to do to get to your target goal.To make it easier break down your weight goal to daily amounts,these bite size bits will give you immediate accomplishment feedback and spur you on towards your main goal.

In addition to these specific action points make clear event horizons (accomplishment dates ) for each action point.If we aren’t specific with all areas of our goals we will tend to let them slide.Now get that pen and paper and start planning your amazing life.

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