by Tom Reilly The bottom line is: tough times or tough markets exist at all times, and they’re never fair so just accept it, and deal with it! Biggest mistakes salespeople make in tough times: They reduce face-to-face Salespeople believe what customers tell them and then allow this to influence their actions and meetings. They assume that if several are suffering that all are. They cut prices and lose focus on value; they take easy...

Sales made Simple? In one of the many great books by ActionCOACH founder Brad Sugars in his “Instant” series, Brad is again helping Charlie, his mechanic and in the process leads you through some real world examples of how these simple yet powerful techniques can help lift your sales no matter what business you are in. A few are outlined below but if you are struggling with your sales conversions this is one book that should be at the...

by Jeffrey Gitomer “Our regularly scheduled program will not been seen tonight because you have bills to pay, and it wouldn’t kill you to work a few nights a week!” I was going to follow up, BUT… Fear stopped me. I’ll do it later When I’ve finished… Are all Excuses!!! You can either make excuses or money, you can’t do both!! Call reluctance is a mental disease, based on fear but really it’s just crap! Tips to remedy...

In every chapter of this book there is made mention of a money making secret which has made fortunes for more than 500 exceedingly wealthy men which have been carefully analysed for a long time. It is mentioned at least one hundred times throughout the book.  It is not directly named for it seems to work more successfully when it is discovered by those who are ready and searching for it – rather than giving it a specific name.  If you...

One of the great writers of our times I believe is Allan Pease when it comes to body language. His book Questions are the Answer steps us through how being great at asking the right questions can really pave the way for us to generate the successes we are looking for. With a primary focus on making more sales through meeting people he tells us there are “Five Golden Rules for Success”, these being Network, Speak to more people,...

How current are you in your business? Are you “Now” or in the Past? Here’s a book with some steps to follow to make sure you are keeping your business fresh and interesting. The first chapter called “The Time Is Now” tells us how we need to be current and constantly innovating, being careful not to become an endangered species like checkout chicks, books, CDs and cash. Life is fast but we need to stop and look...

A colleague of mine recently reminded me of this great book that I read quite some time ago and following is a summary of it which explains to us the system of how to write in modern language, to stand out, and get through to people…. It goes against the grain of more traditional and grammatically “correct” thinking that we were taught at school, so here’s a quick summary… It’s not surprisingly an...