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Ever received a testimonial that brought you to tears?

I learnt a long time ago that a powerful testimonial from a satisfied client can add an amazing amount of credibility to a business, remove objections and speed up the sales process.  In certain circumstances, they can also boost persuasiveness and […]

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Are you paying enough attention to and measure what is important?

My wife bought a ‘Fitbit’ a couple of years ago.  For those of you who don’t know what a Fitbit is, it’s a little wristband you wear that measures activity – how much sleep, exercise, steps you take per day, […]

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B2B sales: are your clients making selling stuff more difficult?

Buying ‘stuff’ is arguably easier and faster now than ever before, even for some big-ticket items like buying a new car.  Every day we can buy whatever we want in mere moments, because consumer purchases require nothing more than a functioning […]

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Business: the 2 most important things to know to win more

Do you know the two most important things to know to win more business? One of my private coaching clients thinks that I am the best salesperson in the word!  Why?  Well, I don’t really know, but I suspect it’s because […]

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Increasing turnover?

“How can we quickly increase our turnover”? I was asked a very interesting question the other day by one of my surveying clients.  Apparently, she and her team, had been struggling, ever since they lost one of their biggest clients. I […]

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Telephone calls to prospective clients are just as important as they’ve always been

So, I was invited to attend an internal workshop recently, and I was amazed at the discussions that were taking place.  Julian, my long-standing coaching client, had arranged an internal workshop for three of his newest employees.  Julian, and his wife Nancy, […]

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Who makes the decisions?

Or, if we are trying to be more slightly more subtle, we ask:  ‘who is the decision-maker?’  This often is a really dumb question to ask.   Why? Because it rarely gets an honest answer!  By asking a prospective client:  “Are you […]

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Sales – what will happen if you don’t get them?

Sales target

Not many successful sales professionals admit they have never heard of the term  ‘Business Case’, or for that matter what it is and what purpose the business case serves!  But, Jim, one of my long standing private coaching clients, admitted to […]

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WHAT TO DO WHEN A PROSPECTIVE CLIENT GOES SILENT ON YOU

Recently, one of my longest standing private coaching clients called me to start one of our regular coaching calls.  I have found over my many years of coaching that there is one key issue to be addressed and resolved during each […]

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People won’t invest in business coaching services

Why can I say this with confidence?   Because I hear this a lot.  Over the many years I have been coaching business owners and their team leaders I have made assumptions about the intentions and spending power of my prospective clients.  I […]

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