I attended a sales training keynote by Nick Davies, a barrister turned trainer in the legal profession. He delivered probably the most common sense sales keynote I’ve every experienced and I promise I don’t say that likely.
One of the key messages was ‘ASK’. Something most sales people don’t actually do. We must do this, Nick said. It’s the one thing we are afraid of doing, asking for the business, we leave things too long and hope that the prospect client will make their mind up eventually.
The other message was following up and keeping control.
How many of us actually don’t follow up and don’t keep control, we hand control over to someone else and then hope they will turn it our way, often that doesn’t happen.
And stop sending emails, pick up the phone and call them. We’re hiding behind email and Social Media. People receive hundreds of emails and they had getting more of them in their email. A phone call will actually make you stand out from the crowd.
You can get Nick’s book, ‘How to be great at the stuff you hate’ at your favourite online bookstore.
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And below is a Mind Map I created from the talk. They are just my own notes and memory joggers but hopefully you will get a feel for it.
Happy selling!
