You are in the meeting with a client, you know the sale is close, you can smell it.

But…

Oh that objection!

You have heard it all before:

• I am too busy,
• I need to speak to my partner,
• it is too expensive,
• I want to think about it.

Read on…

You walk into the shop to buy a pair of shoes. You need shoes, you have the money for shoes, the shop even has the shoes that you absolutely want – but you walk out of there without buying.

What happened?

You walk into a shop to buy a new pair of trousers. You only need one pair of black trousers, you have the money, the shop has what you want – but you walk out of there not only with the black pair, but with the blue and green pair too.

What happened?

Slim off the excess and fatten the cash flow

The single most important element in a business is cash flow. More cash in means you are making a profit, more cash flowing out the business means you are broke.

The two ways to increase cash flow are to reduce expenditure and to increase sales. Simple, isn’t it?
Okay so how do you increase your sales? Should we used the 13 point plan or the 5 point sales pitch?

Read more…