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  • NLP for Sales: Maybe Your Niche Isn’t What You Think It Is

      #TuesdayTips   Margie had a niche – she was quite confident about that, but I wasn’t quite so sure, so I asked her, “Who is your ideal target market?”   “Single women over 30” was her instant response.   “Great, so am I your target market? – I’m single and over 30.”   “Umm […]

  • Bob, The Photocopier Man – An Ultra-Kinaesthetic

          #TuesdayTips   Maybe you never make a buying decision on the basis of your personal response to the sales person.  I’ve had people say that to me, “All my business decisions are purely logical – I don’t need any of that rapport stuff!” And the next words out of the mouth are, […]

  • How to Improve Your Sales Closure Rate

        #TuesdayTips   This is the final part of a detailed look at the 5-Step Sales Process.  So far we have looked at the importance of :- Building Rapport; [Link to #20] Asking Questions; [Link to #21] Establishing Need & Value-Add; [Link to #22] Proposing a Solution; [Link to #23]   – and now […]

  • Does Your Solution Fit Their Problem?

      #TuesdayTips   Now that you have built rapport, asked questions, and established your prospect’s need for your product or service it is time to propose a solution before asking for the sale.  This is where many businesses fall down and lose their way – they offer every client the exact same options and solutions.  […]

  • What Does Your Prospect REALLY Need – and What Do They WANT?

        #TuesdayTips   Most people know what they want, but they are not necessarily so anxious for what they really need.  Your job is to discover what they need, and make them want it. Is this evil manipulation?  I would say, “No. Not if what they need helps them achieve their real goals. “ […]

  • The Art of Asking Questions and Uncovering What You Need to Know

      #TuesdayTips   This post is part of a series filling out details on the 5-step sales process [Link to #16] Building Rapport; [Link to #20] Asking Questions; Establishing Need & Value-Add; [Link to #22] Proposing a Solution; [Link to #23] Closing the Sale. [Link to #24]   I’ve listed them sequentially, but of course […]

  • How to Easily Build Rapport With Just About Anyone

        #TuesdayTips   Building rapport is a key skill that makes our relationships run more smoothly in every area of our lives so it’s worth investing some time in thinking about some key techniques that help us establish rapport as quickly and easily as possible. I’ve  written about the entire 5-Step Selling process in […]

  • Selling Solutions

      #TuesdayTips   The other day I was saddened to hear a parent say to their Scout leader, “I don’t want my child involved in selling items to raise money.  My child is no sales person, he’s a good boy.” I was even more startled to hear the Scout leader respond, “It’s OK.  This year […]

  • S.M.A.R.T. Goals and Your Unconscious Mind

          #TuesdayTips   Do you know what the Number 1 reason people don’t set goals is?  It’s because they are afraid of failure.  Sometimes clients say, ‘I don’t know what I want?’ – what they often mean is, ‘I’m not clear that I can achieve what I really want so I’ll pretend I […]

  • Do You Want to Make Your Life Easier and More Fun?

        #TuesdayTips   We all have patterns of communication that are shaped by our experience, our upbringing, and our personality.  Sometimes we make excuses for ourselves: “That’s just the way I am.”  “It always comes out like that.”  “If people want to get upset, that’s their problem.”  Sometimes we worry about the number of […]