Welcome to this month's newsletter.
There are plenty
of ideas to help you move your business forward. To
get the most from the newsletter, view in HMTL and
connect with the internet to hear the audio clips.
There are free downloads in the quick links
|Sales Tips - Close that Sale...
In this edition we will keep focusing on the skill of
closing the sale as this is so essential to productivity
(and bucks in the pocket). We all know that you
have to sell to people the way they want to
the way you want to sell to them. People making
buying decisions in different ways. This is because
we all have different personalities and make decisions
either on logic or emotion or a combination of the
Personality Styles and Closing
The manner in which a sale is concluded depends on
the style of the decision-maker - watch out for the
signs: Drivers (decision makers/task focused people)
are likely to decide very quickly and may be a little
irritated if you leave matters hanging after they've
indicated they're happy; Analyticals (accountants,
engineers) will want every detail covered and may
need time to think, so don't push them, but do stay
in touch and make sure they have all the information
They will buy when they are ready, you can't rush
the close; Amiables may actually say yes before
they're ready because they want to please you, in
which case you need to ensure that everything is
suitably covered so nothing can rebound later:
Expressives - make sure they understand all the
details and always follow up and put all of the details
Here are this month's closes:
The 'I want to think about it' close - This is
most probably the most common objection you will
be faced with. Once again you need to find
the 'hidden objection'. An example would be: "That's
fine. Obviously, you wouldn't take your time thinking
about this unless you were seriously interested. So,
may I assume you will give it very careful
consideration? Just to clarify my thinking, what part
of this opportunity is it that you want to think over?
Is it the quality of the service I'll render? Is it
something I've forgotten to cover? Is it the return on
your investment? Is it any of the financial aspects?
Seriously, please level with me'- (Wait for the
The Financial Freedom Close - You'll have
financial freedom for the rest of your life, you'll have
the satisfaction of -(watching your son walk
across the stage on graduation day, and you'll
be-(part of a Blue Chip company offering
unlimited career opportunities.) - (driving your new
car for three years with free roadside assistance
anywhere in Europe)
The Scale Close - This is very similar to the
Balance Sheet Close, you would just use different
words and drawings. "I understand how you feel, and
weighing the facts before making a decision makes a
lot of sense. In fact, when I'm in this type of
situation, I use a method called the "Weighing the
scale Approach". Here's how it works: First, we draw
a scale. On the left side
More next month...
|Technology Tools & Tips
I have discovered two great pieces of technology
that I really want to share with you.
PenPower Cardscanner - On my last trip to
Asia I found a tremendous product that had an
immediate effect on my productivity. Speaking all
over the world, I collect thousands of business cards
and need to input them into my database, but this
takes time. I bought the PenPower Cardscanner and
was impressed by the accuracy and size. It is just
bigger than a business card so can easily be packed
for my travels and I can input the information
immediately. Take a look at the full specs on the link
Ezimail - Have you ever had to reply to
emails with a standard response to an enquiry and
had to constantly cut and paste from word or retype
the response each time? This has been something
that has frustrated me whenever I have enquiries for
my Bootcamp or products or a speaking engagement
for sometime I have been looking for a product that
would automate this process. Along came the answer
in the form of Ezimail which is absolutely brilliant.
Why not take a look at this great product and try it
for free for 7 days. Follow the link on the right to find
Also, this month I have two free eBooks for you. The
first is one of
my favourites: 'Think and Grow Rich' by Napoleon Hill.
I have also included another: 'Blogging made Easy' as
I get so many people asking me about blogs.
One of the most enjoyable thing I do, is to share
speaking and presenting skills with top achievers. I
love sport so you can imagine how wonderful it is for
me to work with Olympians and other sportspeople
from every field.
I have recently finished a roadshow for Sport England
where I worked with 'Sporting Champions'. This is an
incredible initiative where sports legends go to
and educational organisations to encourage children
to partake in sport.
These champions are heroes to the children and the
stories and knowledge they share inspire and
motivate them. Being a sports lover I know
that skills like teamwork, attitude, focus, discipline
and hard work not only apply to sport, but to
business when these children go out into the big
With my wife's recent illness, it has really brought
home to me the importance of healthy living. This is
an area that many people neglect. Set yourself a
programme for healthy eating, living and exercise
and start today.
|Speaking Tips - conquer the international market
In this issue, we continue with marketing tips to
conquer the International speaking market. The tips
are practical and proven, I use them all the time. (I
only share those that work, not those where I have
fallen on my face - and there have been plenty)
Actively prospect when speaking abroad. When
speaking overseas, I will scan the local papers,
magazines and yellow pages for potential clients. I'll
then phone and establish who the decision makers
are and endeavor to set up a meeting and sell my
talks. A lot of these Companies are open and
receptive to meeting with you.
Referrals - always ask for referrals. Apart from
existing clients who I do repeat business with each
year, I have over 200 potential clients that have
been given to me as referrals. If you leave the client
satisfied, they will always give you referrals - IF YOU
Add on an extra day to meet with potential clients -
Wherever I speak in the world, I add on an extra day
to see potential clients and bureaus. I can normally
fit in 5 appointments for the day and this always
results in at least one extra booking. On a recent trip
to Singapore, I managed to give a keynote speech to
a large Insurance Company and in the same day have
five meetings with potential clients. One of these
meetings was a cocktail party where I met with
twenty of the most influential business leaders in
This was only achieved because I had developed a
center of influence in Singapore who had arranged
the talk and all of the meetings. He is rewarded with
a percentage of the fee, which makes it a win-win
situation for everyone.
The good news is that my new audio and DVD
package on platform speaking and marketing is
nearing completion, it should be out soon.
More next issue
|Sales Success Strategies
Sales Special Package - A one off
opportunity to invest in this great series at
50% discount for the next seven days.
Welcome to Oz
I recently returned from a speaking trip to Australia.
It was my first visit and I was so impressed by the
country, the people, the food and the hospitality. My
trip started in Brisbane which is a terrific City and is
a short drive from some of the best beaches around.
As usual, I fitted in some time to see the Gold Coast
and take a tour of the city. Then it was off to
Sydney which was really amazing. I did the normal
tourist things around my talks like visiting the Opera
House and taking a trip to Manley Bay and of course
Bondi Beach. A special thanks to all my friends In
Australia who made me feel so welcome, I will be
seeing you at least twice a year.
The one thing that really struck me was the positive
attitude with everyone I met. You can see it in their
sports teams, especially cricket and rugby where
they have only one goal and that is to win. They are
the same in business, positive, focused and goal
directed. I think we can all learn from the Australians
who always look at the positives and seem to have
the perfect balance between work and play.
On my return I dropped in at Singapore where I ran
my speakers Bootcamp where we had delegates from
India, Indonesia, Singapore, Malaysia and Vietnam. It
never ceases to amaze me how people from different
cultures, ages and backgrounds can synergise if
there is a common goal of helping each other as well
Unfortunately back home in London we face the
ongoing threat of terrorist attacks. My son has just
completed his third year at University and is doing his
work experience with a law firm in London. He uses
the tube to travel in each day and this is a worry for
us as his parents.
On the positive side, Londoners are all pulling
together and going about their business as normal.
The same happens with us in business, we sometimes
face challenges and if we apply these same principles
of positive mental attitude, belief and focus, we can
can achieve great results.
In this newsletter I am still focusing on closing skills
in the sales process. Take a listen to an excerpt from
my 'Sales Success Strategies' package which
contains four CD's, a DVD and Camtasia video tips.
For the next seven days you can invest in this series
at a 50% saving, great value!
Sales Success Strategies discount package....