What do buyers read?


There is nothing more frustrating then writing a sales letter only to find out that it was intercepted by a PA who is trained to stop salespeople getting anywhere near their boss. As soon as they see a sales letter they usually throw it in the bin.

In this report, we reveal what buyers read and why. Once you understand what motivates someone, you can target your key sales messages to them in print. Very helpful when they are not contactable on the phone.

In the first part, we share with you how we have successfully mailed documents to a key decision maker that actually make it past the gatekeeper.

Then in the second part, we reveal what we write that motivates a decision maker to call us.

How to reach your sales target


Reaching your sales target can be a tough assignment. In this special report, I share with you how I once ran out of time to meet my sales target and what I did that saved me from losing my job.

If you are struggling to meet your weekly sales targets, I understand, we have all been there at one time or another. Whatever you do, don’t give up. All is not lost, even when you start thinking it is not worth trying any longer – push yourself that little bit further.

If you can’t make budget, for whatever reason, then hopefully this article will  inspire you to pick up the phone one more time.

Are Your Prospects Interested?


Are your prospects interested or are they being polite, not wanting to say NO? If you work in sales long enough you soon realise that most prospects find it hard to say NO. In this report, I’m going to reveal a simple system I have in place that tells me if the prospect is really interested.

As most people do not enjoy being rejected, for most prospects having to reject a salesperson’s offer is something they do not enjoy. To save themselves from any confrontation, a prospect will often act friendly towards you as they don’t want to tell you to go away.

You leave the presentation or phone call thinking that their friendliness is a signal that they are interested in buying from you. Only to find out that when you phone them several days later they either do not take your telephone call or send you an e-mail declining your offer.

How can you tell that there positive comments face-to-face are real signs of interest in going ahead with a deal?

Without This You Will Fail at Sales – Part 2


Are you fed up missing out on business? Do you often wonder why you close some deals while others fade away? Today I will share with you the key ingredient which took me 10 years to develop, implement and perfect. Once you get this concept and put it into practice your sales career will definitely go to the next level.

When I first started selling I was told to learn my pitch, make the sales calls, share the pitch and success would follow.

Experience soon taught me that the more calls I made with this approach the more knock backs I received.

Determined to make a success of my sales career, I went back to the drawing board to work out why my pitch was not being effective.

Finally, having polished and finessed my pitch, no sooner had I picked up the phone to make the first call and I was back where I started from suffering another bout of rejection.

At this point, completely frustrated I examined the way I was presenting. Maybe I was using the script they provided in the wrong way. So I booked an appointment with the Sales Manager and together we rehearsed my sales pitch until it was nearly perfect. Once again back on the phones, once again more rejection.

What was the turning point, the key ingredient, that without this key ingredient would see me continuing to fail?

Without This You Will Fail at Sales – Part 1


In this two-part special report, I reveal the one thing that has helped me sell more than anything else. It took me 10 years to find out that I needed this particular item and once I harnessed its full power my sales career never looked back.

We all go through that stage in our sales career where we want to go to the next level, but we’re not quite sure what we need to do to make the necessary changes which will catapult us to the next level of selling success.

If you are struggling in your sales career or maybe you’re not satisfied by the level of success you are achieving, I would suggest you switch off the mobile phone and give yourself some time to think through what I am about to share. Because I know that the following information I will share in this two-part series turned my sales career around!

Should you leave a message on voice-mail?


You’ve got past the gatekeeper and the decision-makers secretary is willing to put you through to her boss. The secretary then puts you on hold and you sit back in anticipation of finally reaching the one-person who has the potential of making or breaking your sales day. As your call is being transferred, you prepare yourself to deliver an appropriate opener that will get you an appointment, only to find yourself being put through to message bank. What shoulddo you do, should you leave a message on voice-mail?

In yesterday’s post, I shared with you my experience of making multiple successful sales calls after hours. But like you, in some instances, the mobile number I phoned transferred me through to message bank. Did I leave a message? Did I call back? In this post, what you will learn may well change the way you view prospecting by phone. I have finally got the answer to “should you leave a message on voice-mail?”

Is There a Right Time to Make a Sales Call?

Is There a Right Time to Make a Sales Call?

At my last sales workshop, I was asked whether there was a right or wrong time to make a cold call. Since then I’ve had several thoughts about this topic and if my experience from yesterday is anything to go by, hopefully this article will shed some further light on the subject.

Yesterday was one of those days when all my plans seemed to fall in a heap. By 5.00pm I realised that I had not made enough appointments for the next two days. Not wanting to waste a minute and miss out on an appointment, I shut down my e-mail program, quickly put together a list of potential prospects and started to cold call.

By 6.00pm I had made five new appointments, but then it dawned upon me that maybe I should stop phoning as it was getting late.

What happened next gave me the answer to the question.

Sales Procrastination – How To Cure Yourself


Nothing will destroy your sales career like procrastination! But how do you cure it? Is there a cure?

In this report, I reach out to one of the most experienced business people I know for an answer. His thoughts are well worth considering.

Yesterday I was having one of those days we all suffer at some time or another in our sales career – ‘sales procrastination day’. Even though I have had a sales career spanning 30+ years, for some reason when I least expect it ‘sales procrastination day’ rares its’ugly head and leaves me feeling depressed and hopeless. Maybe you have days like this as well?

I tried everything I could think of to pull myself out of the spiral of procrastination and finally in despair, I contacted Peter, a friend, who at 78 is still active in the business world advising companies on how to better operate and grow.

Having had my little pity-party over the phone with Peter he emailed me some information. What Peter shared is well worth considering. It puts a different slant on procrastination …

Top 3 Reasons Sales Managers Succeed

Top 3 Reasons Sales Managers Succeed

What are the top three reasons sales managers succeed? In this report, we examine why some sales managers succeed. We also give you a three step plan that will help you improve the way you manage.

A couple of weeks ago I presented a one-day sales workshop. The subject of cold calling came up and the attendees shared a whole heap of reasons as to why most salespeople felt cold calling was a waste of time.

Speaking with one of the sale managers, who had brought a large group of salespeople to the workshop, he shared with me in one of the breaks, “How can I expect my salespeople to cold call when I can’t do it myself?”

Having reflected on his comment, I started to look back at the various sales managers I have worked for over the years and how they helped me sell more. What did I learn?

5 Steps to a Successful Sales Week

Five Steps to a Successful Sales Week

It’s the start of another sales week. What was last week like for you? Did you make heaps of sales or did you fail dismally? Whatever the case, the slate is now clean and I’m going to reveal five steps you can take to make this a successful sales weeks.

In my experience, there are two types of sales people. The first group, the majority, find a lot in common with their cousins who are beginning a career in the creative arts.

Speak to any writer, setting out to write their first book, and they will tell you that they have to be in the mood to put pen to paper. Whereas an author with a successful track record will tell you they have no time to wait for the right mood. Many years of experience have taught them that the mood comes once they have completed their first 1500 words. Whereas this group of sales people sit in coffee shops wondering why they are not more successful. Success only comes from picking up the phone and making a call

The second group of sales people have a lot in common with religious nuns, living in a convent. Nuns are known to revel in the security of having a set routine – maybe that’s where the term holy orders comes from.

Imagine life in a convent, waking up at 4 AM, on a cold winter’s morning, to head out for morning of prayer in a cold, dimly lit, Church Abbey. For most of us who enjoy the modern day comforts of life, their lifestyle looks extremely uncomfortable. Do you think those nuns have to be in the ‘mood’ to make morning prayer? Obviously not, it is there in a devotion to God and their order that enables them to wake up with a cheerful spirit and enter the sanctity of religious prayer. Their positive mood comes from taking action.

Well like the nuns, our second group of sales people have learnt that discipline and sticking to a set number of calls and appointments is the key to their long term success.

In this article, we are going to put aside your emotional makeup and instead look at a series of five steps you can take to make the most of your sales week. All of these steps apply to both temperaments …