“Oh! I’m Not a Salesman”. Recently I attended a business sponsored breakfast. As is often the case they had company banners around the room and on   each table was information about the organisation and its business cards. When the time came for the sponsor to address the gathering the first words he said were [...]

Winking in the Dark! Without marketing in business, it is “like winking in the dark”, you know what you’re doing but no one else does. The importance of effective marketing for any business cannot be underestimated and although it is something all organisations do, how it is done will be in direct proportion to the [...]

Profit is Essential for Survival As a result of the global financial crisis there has been a high degree of focus throughout the world on the profits made by companies. The mix of attitudes expressed by different people, groups and organisations to the word “profit” takes many forms. To some it is a measure of [...]

First Impressions – They Do Matter. You only get one chance to make a good first impression. Any form of business, and selling in particular, involves meeting and dealing with people as customers, clients and colleagues. The importance of creating a good first impression is quite often the difference between success and failure. We all [...]

 Sales Meetings As meetings go, the sales meeting is one of the most important for any business, but at the same time can have mixed results for all those involved. Those in the selling profession see their job as one that generates the business and cash flow for themselves, the organisation and is the most [...]

Repeat Year – Must do Better! Quite often in business the sales effort tends to fall into the same routine as other parts of the organisation, with many of the day to day activities becoming a habit. To a large extent this can be put down to human nature, if it is not broken don’t [...]

  Make First Impressions Count.   “A clown puts his makeup on upside down so he wears a smile even when he wears a frown”. These words from a John Prine song reminded me of how in the world of selling we need to appear positive at all times to our customers and clients. Effective [...]

No Bells Ring at the Bottom of the Market No matter what market you are in, business has to continue to achieve sales to generate income. While experiencing the current economic environment it is easy to fall into the trap, feeling that the situation is continuing and there is no end in sight. There is [...]

The Art of Selling is the Profession – Not What is Sold Small Business Prospecting & Marketing. As every business owner knows the need to sell more of their products and services is vital to their survival as cash-flow is the life blood of any business. As with any enterprise, the marketing effort requires the [...]

The Art of Selling is the profession – Not What is Sold Not the Time to Sing the Blues In recent times the state of the world economy is continuing to send out a negative message. Financial events around the world dominate the media and influence the attitudes of those in business and sales. Selling [...]