"Being asked to develop and find new clients to build a new business thousands of miles away from my home country is a big challenge. I am fortunate that, immediately prior to taking on this assignmen.. Tarsem Basran
(Former) Head of Group Business Development
 – TMF Group
 

Blog

Good selling isn’t manipulative

What do I mean, selling isn’t manipulative?

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Non-Sales Jobs That Require Sales

The jobs that many people I work with have are not called sales jobs—like the scientist who pursued a Ph.D. in a technical discipline, only to discover that she has to find funding for the research she would like to pursue.

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The stereotype of the sales guy: Ouch!

The stereotype of the used-car salesman and other media images of salespeople can hurt.

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How To Sell To Business People

The book Achieve Sales Excellence by Howard Stevens and Theodore Kinni reported on 14 years of research with 80,000 buyers who were surveyed, in detail, about what they want from salespeople.

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Choosing Your Words

Your choice of words has tremendous power to influence your prospect, as well as yourself. Anthony Robbins, in his book Awaken the Giant Within (one of my favorite books for motivating great sales performance), talks about the power of words to shape our results.

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Liking Your Prospect

As author Rick Page points out in his book, Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale, “none of us is a good enough actor” to hide our dislike of a prospect. By finding some things you like about a prospect and focusing on them, you have a much better chance of making a sale.

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Where is Your Heart?

Where is your heart as you enter a selling interaction? If what’s in your heart is “I gotta close this guy!” or “I’m going to nail this deal!” your prospect can feel that he’s being used, and he will likely move away from you.

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Tips on Continuing the Sales Conversation

Say something nice, if you mean it.

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The Issue of Ego

Ego is an important part of most human interactions. Never underestimate its power to distort reality. Today’s idea to remember: always make a careful effort to take care of your prospect’s ego.

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What to Say after You’ve Said Hello

When you’re in conversation with someone who might buy from you, once your prospect has begun to speak, be sure that everything you say is tied to what he or she just said.

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