Category Archives: Compel Your Audience to Buy

It’s their reasons why, that will help them to buy

NB If you’re reading this on a mobile phone and can’t see the video to click on, here’s the link

If you can get someone in touch with the reasons why they think something will be of value to them, the more likely they are to convince themselves to buy.

Read the rest of this entry

Insider Secrets that win Corporate Pitches!

Here’s my Lesson #2 in Building Trust and Winning Business as a Result. #3 follows next week.

A recent but valuable lesson to be learned from what’s been happening behind the scenes when a Corporate evaluates you or your company as a potential supplier is this:

Perfect Pitches don’t win bids!

But what does that mean exactly? It means that if you only show your ‘brilliance’ and none of your ‘resilience’ they won’t be impressed and probably won’t hire you! Read the rest of this entry

Getting someone to Trust You: Starting the process

Sixth in the series of ‘How to Win More Business face-to-face’.

NB If you’re reading this on a mobile phone and can’t see the video to click on, here’s the link http://www.youtube.com/watch?v=ptbuwTnx9UA

Building trust with another human being is a complicated process – both psychologically and in terms of our social intelligence. But it’s NOT a LONG process. And the research shows that Read the rest of this entry

Check your worms to win more business!

Fifth in the series of ‘How to Win More Business face-to-face’.

NB If you’re reading this on a mobile phone and can’t see the video to click on, here’s the link http://www.youtube.com/watch?v=px295gHPAU8

This week the video says it all, so, if you’d like to benefit from this tried and tested power technique to make each and every one of your business relationships (and personal, actually) more profitable, then feel free to watch the video – you’ll be amazed just how easy these things are to learn and put into practice!

It’s really about how to increase the value of your Read the rest of this entry

Speak to Sell: like Tony Robbins does

Tony Robbins’ success is down to one overiding factor: his ability to speak and sell – at the same time!

Whenever you open your mouth, stuff comes out – it’s a fact!

But is it the stuff of a master communicator or is it – as Alan Sugar so eloquently put it – ‘a danger to global warning: a lot of hot air’?

The truth is, that more than at any other time in human history, your opportunity to reach people through what you say and how you say it has never been greater. Read the rest of this entry

How to qualify your sales target

This article is about how to identify potential Customers, Clients or Consumers – QUICKLY. Whichever ‘C’ word you are using, you might consider using the ‘F’ word instead, because in this world where everything – even in business – has become ‘social’, what we are really trying to identify is Read the rest of this entry

The Polarization Technique – Update

Just a quick update on last week’s blog.

There will be occasions when you have the perfect prospect in front of you and YOU MUST GET THEM TO BUY INTO YOU AND YOUR PRODUCTS.

This is NOT the situation where you need to polarize – obviously.

This is more likely to be the case when you finally – after trying for some time – get in front of a budget-holding decision-maker. This will be the sale that you want to get, even if you have absolutely nothing in common with your prospect.

In this instance, creating rapport and common ground must be your intention, and for this, you need a) some finely-honed skills, and b) a great strategy for advancing the relationship.

I’ll be dealing with this in fine detail in future articles, but for now, let’s just say that mirroring and matching the other person’s body language IS a tried and tested method, BUT it’s only the start and MUST be done with real skill.

Thank you for following this blog.

Always feel free to ask any questions – put them in the comments box – that we may be able to help you with. And remember, all of this is completely free of charge!

Invisible or invincible?

Most of us, when we step outside our front door, are going off to meet with people and create some sort of impression.

Whoever we meet in the course of our day, we want things to go well, (in the way that we want), which means that we will need to communicate in a way that Read the rest of this entry

Be remembered everywhere you go!

I am so grateful that in the last ten to fifteen years the neuroscientists have made such amazing discoveries that we no longer have to guess what works and what doesn’t.

I’m talking about Read the rest of this entry

Stop people dead in their tracks with empathy

Small business owners

A lot of my work is teaching small business owners how to ‘Stop people dead in their tracks’.

Another way to describe this is: Writing copy or a script that gets people’s attention.

And more than that, copy that evokes an emotional reaction leading to ACTION. Read the rest of this entry