Try the bike helmet argument

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The next time you feel you are losing deals because of price, take your prospect to a cycle shop and ask them to buy a bike helmet.  Here is why. Topic – Overcoming the ‘price’ argument Mentor – Sue Barrett Have prospects happy to pay a premium Low price increases the risk of failure Show […]

Would You Listen to You?

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Many new sales people often take it personally when a prospect says ‘NO’ and fail to persist with their prospecting efforts while others turn prospecting into stalking not knowing how to engage a prospect effectively. Topic – knowing when and how to stop Mentor – Sue Barrett Over 50% of sales people give up at […]

Trust is the heartbeat of business

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Most of the people we rely upon to get us through our daily lives are strangers to us. But we have to trust that they are doing the right thing. Topic – The importance of ‘trust’ Mentor – Sue Barrett Do you trust the banks anymore? What happens when trust is lost? Trust building elements […]

Are your salespeople stumbling at hello?

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We all want better sales performance but there are different ways to get there. A good starting point to understand what your team needs to sell better and improve their performance is assessing where they need help. Topic – Getting started in sales Mentor – Sue Barrett Where to start Only 20% prospect effectively The […]

Is a NPS a valid predictor of customer loyalty?

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You might have heard of NPS.  It is a management tool designed to gauge the loyalty of a firm’s customer relationships.  But how effective is it? Topic – Net Promoter Score Mentor – Sue Barrett The intention of NPS Who can use NPS? How valid is NPS to real estate businesses? Here is a link […]