As a freelancer or startup you'll often find yourself working with bigger or more established organisations, which can sometimes leave you feeling powerless, and if you don't know how to negotiate effectively, you end up giving too much away. To help you learn how to negotiate effectively, we caught up with mediation and negotiation expert, William Ury. He is co-author of the world's best-selling book on negotiating, Getting to Yes: Negotiating An Agreement Without Giving In. William has … [Read more...]
Nick Leech: what makes an exceptional salesperson
In this podcast interview you'll hear from former entrepreneur Nick Leech on the importance of developing authority, the dangers of over-reliance on one lead generation strategy, what makes an exceptional salesperson - you will be surprised! And more advice from the perspective of a business owner, to help you thrive. On this week's Mindful Sales show I’m joined by Digital Marketing Director at 123 reg, Nick Leech. 123 reg have over 800,000 startups small business customers and they focus on … [Read more...]
How to overcome procrastination: interview with world leading expert Piers Steel
According to today's guest the average person procrastinates for two hours a day which is one quarter of our working day. This is equivalent to starting work in April each year. Listen to this week's podcast to learn how to overcome procrastination so you can sell more. After reading The Procrastination Equation before christmas I saved hours a week. So I caught up with the the author Piers Steel, also one of the world leading expert on procrastination, to pick his brain to share with you some … [Read more...]
Entrepreneur success stories: wedding and events
As part of my commitment to help you soar, I'll pick the brains of entrepreneurs who've made it through those challenging early stages of building a business to bring you entrepreneur success stories. It's my pleasure to introduce you to my guest in this week's Mindful Sales podcast, Helen Hopkins, founder of Pudding Bridge, an award winning specialist hire company that supplies the wedding and events industries. Pudding Bridge has featured in BBC, ITV, and leading industry publications, … [Read more...]
Gil Kahana: selling what your clients need
I love hearing about people who have an idea, a vision, and they act upon it despite not getting immediate external positive validation, and make it work. I also love hearing about people who go back to prospects despite getting a no, and figure out selling what your clients need. This week on the Mindful Sales show I’m joined by Gil Kahana, co-founder of Chatty Feet. They make funky socks with cheeky characters, like the Toeminator, Don Cottone, Kate Middletoe…do you see a pattern here? … [Read more...]
How to succeed in B2B sales
If you want to know how to succeed in B2B sales, then keep reading because it's not what you think. Entrepreneurs inexperienced in B2B sales (selling to businesses), regardless of what they’re selling, tend to approach sales in a rational, proposal-driven approach, treating it like a numbers game and focussing on the product or service they’re selling. I’ve been coaching my clients to place more focus on the buyers. As this HBR article shows, when you’re selling B2B, a sale has little to … [Read more...]
Pitch your idea in 90 seconds or less
There are times when you won't have time to ask questions first, and you need to pitch your idea in 90 seconds or less. Here's a snappy simple 4-step process to help you. Instead of beginning with yourself or your company, a sure way to get people reaching for their phones, try this. 4H: a 4 step process to pitch your idea Headline Headache Hangover Here's the solution Headline Begin with an attention grabbing headline that states the benefit of your product or service. That … [Read more...]
How to instantly build rapport with anyone
One skill that will set you apart is how to instantly build rapport with anyone Building rapport quickly allows you to accelerate generating referrals and new leads to grow your sales. Tune in to this weeks podcast where I share 5 tips to instantly build rapport with anyone. Why building rapport is important It’s where the sales process begins. Because people will only do business with people they know, like and trust.If they don’t like you, they won’t do business with you, they won’t refer … [Read more...]
The secret to sales success: interview with best selling author Bob Burg
Do you want to know the secret to sales success? In August of 2008, my beloved returned from a holiday in India. She brought me back a gift from the bustling East Indian metropolis of Kolkata. The gift was a little red book. When I started reading the book I couldn’t put it down. After several hours I finished the book and my mind was blown. Since then I’ve re-read that book every year. The book is The Go Giver: A little story about a powerful business idea. And my guest for this week’s … [Read more...]
Blogging for business: how to do it right and get more customers
Blogging for business is a great lead generation tool, but are you making the 3 biggest blogging blunders? I had a conversation wit blogging extraordinaire Demian Farnworth of Copybot, and chief writer at Copyblogger Media, some call it the bible of content marketing. I’m a fan of Demian and Copyblogger, so it was a delight for me to catch up with him. Demian kindly shares his wisdom on how to blog effectively to get more traffic and ultimately more customers. Listen in to the podcast episode … [Read more...]
