So, I came across this interesting formula that seeks to decode why (how?) Spain won the World Cup 2026. The acronym used was creatively (conveniently?) S.P.A.I.N. — Strategic Passing, Precision in Possession, Attacking Intelligence, Inspiring Teamwork and Naturally Gifted Players. S.P.A.I.N. Clever huh? Now everyone knows how they could have been saved after the ship
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Dear Business Owner, are you losing sales at appointment stage? Do you wonder why your appointments don’t convert to sales, thus making all that marketing effort feel like money down the drain? Caught up in the allure of their product, many business owners assume that that alone is enough to make the sale. “Just close
appointmentmindset, conversiontips, customerengagement, sellvsserve, servicenotsales, smesalesadvice, stoplosingsales, trustbasedselling
I’m in a witty mood today, so allow me to share a few witty sales truths because… well… they’re true. 1. Sales should be an Olympic sport. Forget the 100 metres. Try chasing a prospect for three months only to hear, “Can you call me next week?” Sales is physically demanding. The events include chasing
#curiosityovertenure, #humanconnectionwins, #lessonsfromsalesfailure, #salesmindset, #salesrejectiontruths, #salestips, #salestruths, #staminabeatstech
Sell yourself and sell the problem, before you sell the solution. Notice and nurture that sequence. If the customer doesn’t buy you, he won’t the product you are selling. By the same token, if the customer doesn’t feel his pain, he’ll never appreciate your cure. So, sell the pain first. Why most salespeople get the
#ConsultativeSelling, #diagnosticselling, #painfirstselling, #SalesStrategy, #salestraining, #sellthepain, #sequenceoversolution, #trustbasedselling
Toxic customers come in many forms. This one punctuated every sentence with the f-word while liberally sprinkling its older profane siblings. Customer facing staff at the bank would cower the moment he walked into the branch. Each of his foreign exchange accounts were funded in the tens of thousands at any one time. This particular
#customerabuse, #customerisnotalwaysright, #employeemorale, #firethecustomer, #leadershipmatters, #notallrevenueisgoodrevenue, #protectyourstaff, #saygoodbyetobadcustomers, #staffoversales, #toxicclient
Why would you struggle to sell when your product lends itself to repeat sales? There are products that sell themselves – or should. Products like pet food let the seller sell repeatedly throughout the lifetime of the pet, creating enormous lifetime customer value. Think about that for a moment: if you are selling dog food,
#lifetimecustomervalue, #petindustry, #predictablerevenue, #referralmarketing, #relationshipselling, #repeatbusiness, #SalesStrategy
Relationship management in customer service begins with the realization that you need the customer more than he needs you —especially at the very moment it feels like you have the upper hand. I am not blind to the fact no-one wants to talk much about – that toxic customers exist. And this is not about
#BusinessTips, #CRM, #customerrelationshipmanagement, #CustomerService, #why treating customers with respect retains business, #WhyEmpathyBeatsEgo
You would rather lose the sale for lack of sales knowledge than product knowledge. This simple truth is at the heart of effective sales language. Product knowledge alone does not sell. True. This speaks to the inability of translating product features into customer benefits. Sales knowledge that is not informed by product knowledge runs the
#dontpoisonthewellwithbadsales, #honestselling, #productknowledgevssellingskills, #salesethics, #saleslanguage, #trustoversales, #whylosingasaleisbetterthanmisselling
Customers don’t reward effort. They reward clarity. Clarity in selling is King. You can work hard and still be irrelevant. Much like the student who, bereft of the answer, fills a foolscap with words hoping something sticks, or the teacher will be impressed (or confused) by the effort. As with the teacher, the buyer isn’t.
#askingforreferrals, #BuyersRewardClarity, #ClarityIsKing, #NoFog, #ObjectionHandling, #ProfessionalSelling, #SellingIsNotEffort, #valuebasedselling
If it doesn’t serve you, sacrifice it. Good Friday is one of those days that invites reflection, not celebration. It’s not about what was gained first — it’s about what was given up. It marks a moment of sacrifice, purpose, and singular focus that leads to transformation. For those willing to pause, it also creates