business help

The old sales adage goes, all things being equal, people want to do business with their friends. And to that I respond: All things being not quite so equal, people STILL want to do business with their friends

The cold call is THE lowest percentage sales call. It’s an interruption, it’s a fight, it’s often a lie, it’s maximum sales manipulation, and it’s a rare appointment and a rarer sale. Wanna go from low to lower?

People are asking me: What should I do now? What are the consequences? Many people, maybe even you, are wandering and wondering what will happen next? What are the risks? What are the rewards?

Cold calling is over. The only people who don’t realize it are the people still making them. Or worse – their bosses.

I just read a pathetic sales pitch from an email where a “training company” was telling me why training fails, and offering what THEY thought was the best way to approach the process.

At the beginning of the year, you were given a big, fat quota. Your company may have softened the lexicon by calling it a “sales plan,” or a goal. But the bottom line is: if you don’t meet it, you’re out.

Imagine you wanted to open an art gallery. You scout out some good commercial venues for the gallery, choose a place and sign a lease. Knowing the type and amount of wall space available at the gallery, you travel through art auctions to buy just the right kind and amount of artwork.

How do you listen? That’s both a question and an enigma. Listening is one of the BIG THREE in selling, the other two are asking (engaging), and being friendly.

The massive 3,000 tonne Liebherr LR13000 crawler crane has moved a step closer to starting its extensive test programme.

Raul Burger in Chile donated the use of a Grove GMK5165-2 all terrain crane for building repairs following February’s earthquake. The 165 US ton (130 tonne) capacity crane, called GMK5130-2 outside the USA,