There is no such thing as B2B – or B2C either…!

Go to any business meeting these days and talk about Twitter or Facebook and you’ll be met with a familiar cry: “Aha,”, says the hapless accountant, lawyer or consultant to you, “that’s all very well for consumer businesses, but how can it help those of us in the B2B sector?” … Read more

Make people want to buy from you

Making people buy from you online is harder to achieve than selling off line. When selling online it is often harder to find and engage objections, there’s no body language to pick up on and customer feedback sometimes doesn’t get through on time. Here are couple of tips to make … Read more

Why Customer Objections Are Good News!

When a customer begins to express objections (or as I prefer to call them concerns) during the selling process this can be very, very good news! Firstly, they may be genuinely considering your idea and as they are thinking about it some possible hurdles spring to mind. And secondly as … Read more

The 3 Rules of Successful Selling

After fifty years of studying businesses of all kinds Dun & Bradstreet (the world’s leading provider of financial information on companies – their database holds information on 100 million companies!) concluded that the entirety of business wisdom can be summarised in one statement: “Businesses succeed because of high sales; businesses … Read more

A surefire way to join the ranks of the selling elite

What separates the real persuasion professional from the amateur is the quality of their planning and preparation.  Amateurs blunder into sales calls without having planned and prepared correctly. One of the vital things to consider is: How  well do you know your  customer / potential customer? Some things to find … Read more