In this blog post we will look at the considerations involved in choosing a motivational sales speaker when your Sales Team needs fresh skills around Closing Prospecting & Selling More to Current Customers. Typical overview: Often there is a lack of Sales and so the Sales Team performance becomes the focus and the concept of […]

Typical overview: Get the Sales Team together and ‘present’ what we want them to do + give them the up-to-date product info which unfortunately often becomes a greatly underutilised format. Typical desired outcome: Have the Team go away all filled-up with Strategy and Product info and ready to hit the road running however, unless they […]

Long time business consultant and speaker Winston ‘Winno’ Marsh interviewed me early this month about the top sales mistakes that B2B salespeople make. I see these in businesses that I engage with – be that as a Customer or when I’m asked in to re-engineer their Sales Processes. Some of what I say in the […]

There has been much written on the use of words and phrases in sales training and theory. However, based on hard cold research with customers right here in Australia, we’ve found that successful communication depends as much on what you say as it does on how you say it. Let me explain that. When we […]

The answer to sales success is to ‘sell’ in a manner which is non-sales generic, in other words, to communicate with the Customer ONLY about what is relevant to them without following the typical sales process. That is because when the generic sales process is used, as in ask questions to identify needs and wants […]

    The first thing to do to turn a customer complaint into a customer opportunity is as soon as the customer has a problem, say thank you. That’s it. “Thank you. Thanks for telling us we’ve got a problem. Thanks for telling us about it.” It’s really hard for somebody to be angry at […]

    Everybody asks the same question how do I motivate my people? Do I have an injection? What do I do to motivate them? And do you know what you can’t motivate people. You can only provide them with an environment where they become motivated. Aha! But I hear you say everyone of these […]

  Click here to download Colin’s keynote talk ‘Lessons from the Journey’