Objection Handling: 5 Easy Steps To Get Past “But …” And Close The Sale.


Objection handling is one of the most misunderstood and under appreciated aspects of selling. Inexperienced sellers will invariably see objections as a negative. But, in truth, objections are hidden buying signals. They’re like gold when you first find it: dusty lumps of earth, coated in mud and muck – not much to look at, and easy…

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The Pareto Law: how the 20 80 rule transformed (my) thinking, business and life

Pareto Law 2

I take it you’ve heard of the Pareto Law – otherwise known as the 80 20 rule. Put shortly, the Pareto Law states that a small minority will have a disproportionate impact, generate a disproportionate share of results, or cause a disproportionate amount of trouble. Intuitively, we all “know” this to be true. But very, very…

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How To Get Referrals: 3 Golden Rules To Get More Referrals & Introductions

how to get referrals

How to get referrals – if it’s not on your mind already, it should be. Wonder why ? According to Hinge Marketing (“Inside The Buyer’s Brain”), when looking for a new professional services firm, over 70% of B2B buyers turn to a friend or colleague for a recommendation. To give you an idea of how important…

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From good to great: why the enemy of great is good

From good to great

I owe a debt of gratitude to Jim Collins, author of the timeless classic “From Good To Great”. Jim made me see that the real enemy of great isn’t bad – it’s good. Since first reading the book, I’ve found countless applications of his thinking – in business, and in life. Depending on what part of…

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Trust Sells: Gaining The Ultimate Competitive Advantage

Trust Sells

Trust sells. In a world where many markets are increasingly commoditised, vendors are overwhelmed with information and a plethora of options present themselves to solve a single problem, a powerful shortcut exists in the decision making process. In RAIN Group’s recent research around “What Sales Winners Do Differently”, 3 out of the Top–10 factors that makes…

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Sales Skills: 3 Crucial Sales Skills To Stay On Track And Future-Proof Your Sales Career

Sales Skills

There’s a lot of talk about which sales skills sellers need to be successful today – but what sales skills will be required for success tomorrow ? For several years now, I have been noticing a subtle but profound shift in the sales skills, attributes and competences sellers need in order to sell successfully and…

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The Competitive Differentiation Myth: Don’t Stand Out. Blend In.

Competitive Differentiation

One of the most frequent questions I get relates to competitive differentiation: how to “stand out” in a crowded marketplace. Many of my clients in professional, financial or technology services spend a good amount of time wondering how they can help clients see how their firm is different. The underlying implication is that different =…

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Selling Professional Services: Winning The Professional Services Sale

Selling Professional Services

If you’re selling professional services, you may have found recent years to be particularly challenging. As someone who spent close to two decades buying and selling professional services, I’ve certainly noticed a change or two. More and more competitors are entering the same space. The big ones are going after smaller gigs, and boutique firms…

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“Selling Services”: How To Win More Business Without Selling Your Soul

David Tovey Coaching Masters

Some people selling services I meet don’t really like the word “selling”. Many of them somehow equate it with manipulation, dishonesty and getting others to do what you want – whether it’s right for them or not. Some people selling services may want to rethink their mindset about selling. If it ever was – selling…

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