Work the target.

IMG_0929

In today’s fast passed business market there is often not just one decision maker.Often there are multiple layers of influencers that you need to include in the sales process.Don’t leap frog the process and fall into the trap of presenting your product or solution to someone who isn’t part of the “target”.Start an initial conversation by asking not who,but rather how many people/heads of departments are involved in the procurement process.Once you have this information make introduction appointments then refine your presentation for their specific areas of interest.Sure this may take more time and effort but the rewards will be worth it.

Work the “target” and progress towards the final decision maker by bringing along the influencers with you.

s

Posted in B2b, Family, Health, Life, Motivation, Sales, Uncategorized, Weekend | Leave a comment

We all have them.

IMG_0713

We all have those days when nothing seems to go right.No matter how much planning we do the night before it all seems to fall down the next day.So what do you do when this happens?Do you have a pitty party (react) about it and wallow in self doubt,or do reset (respond) and move on?

How you look at temporary setbacks will determine how long it takes to achieve your goals.Be proactive and enjoy your life.

Posted in B2b, Family, Health, Life, Motivation, Parenting, Personal development, Planning, Sales, Sport, Strategy, Uncategorized, Weekend | Leave a comment

It’s not all about the price.

img_0559

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.

Posted in Uncategorized | Leave a comment

Refine your search criteria.

img_0557

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.

 

Posted in B2b, Family, Health, Life, Motivation, Parenting, Personal development, Planning, Sales, Sport, Strategy, Uncategorized, Weekend | Leave a comment

How to tell when someone is lying to you.

img_0535

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.

Posted in B2b, Family, Health, Life, Personal development, Planning, Sales, Sport, Strategy, Uncategorized, Weekend | Leave a comment

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.

Posted in B2b, Family, Health, Life, Motivation, Personal development, Planning, Sales, Sport, Strategy, Uncategorized | Leave a comment

The three second rule.

img_0517

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.

Posted in Uncategorized | Leave a comment