Posts by Graham McGregor
Use Stories to Make Your Sales Presentations More Effective
“Stories have power. They delight, enchant, touch, teach, recall, inspire, motivate, challenge. They help us understand. They imprint a picture on our minds. Consequently, stories often pack more punch than sermons. Want to make a point or raise an issue? Tell a story. Jesus did it. He called his stories parables.” – Janet Litherland There…
Read MoreHow to Play (and Win) the Game of Making Money
If you want to make more money, there are two things you can do. The first thing you can do is learn new skills so you get paid more for the hours you work. One of the most valuable skills you can learn is the ability to sell and create large profits for the organisation…
Read MoreImprove Your sales by Asking for Referrals
We all know that if a client refers us to one of his associates or friends, we have a much higher probability of making a sale and doing business with that referral than if we had no introduction. In fact, it is up to 10 times easier to sell to a referral than to a…
Read MoreIncrease Sales by Becoming a Gap Detective
Imagine that you go to see a medical specialist because you feel there is something wrong with your health. You walk into the doctor’s office and he welcomes you with these words: “Glad to see you. Let me tell you about the wonderful special we have this week on heart medication. You are going to…
Read MoreDo You Have A Mentor? If Not, Here’s Why You Should
A few years ago, I was selling training seminars to businesspeople. The company I was working for had distributors throughout the United States and Canada, and I was one of their first in another country. (In my case, New Zealand.) I had been in the business for around six months and, frankly, I was struggling.…
Read MoreHelp Your Customers Get What They Want
One of the greatest secrets of success in selling is this one: “Show people what they want most, and they will move heaven and earth to get it.” In Frank Bettger’s wonderful book “How I Raised Myself From Failure to Success in Selling”, he gives a great example of how to use this secret. Frank…
Read MoreHow to Use “Social Proof” to Increase Sales
When selling your product or service, you will find that many of your customers will worry that they might be making a mistake by buying it. Their fears usually have something to do with: * buying something that doesn’t work * buying something that is not very good * paying too much for it A…
Read MoreHow to Use Speed to Increase Sales
You can develop a competitive advantage — and increase your sales — simply by making speed your No. 1 customer service priority. Here are a few examples of the way businesses I know have done it: * A major bank based a marketing campaign on a promise that its customers would never have to wait…
Read MoreGive Your Sales a Boost by Starting Earlier
“I never knew an early-rising, hard-working, prudent man, careful of his earnings, and strictly honest who complained of bad luck.” – Henry Ward Beecher Several years ago, when I was selling commercial real estate, I was introduced to a very wealthy real-estate developer. I asked if I could be of some service to him and…
Read MoreHow to Turn Your Customers Into Your Best Salespeople
“Profit in business comes from repeat customers, customers that boast about your project or service, and that bring friends with them.” – W. Edwards Deming If you do something nice for me, I want to reciprocate. In fact, I NEED to reciprocate — and as soon as possible. That way, I no longer feel that…
Read MoreLessons from a Millionaire Taxi Driver
While visiting Australia about six years ago, I received a surprising lesson on the ETR principle of “Living Rich” from my taxi driver.
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