Articles

How to Get Your Prospects to Buy From YOU
Most sellers will go into a long dialogue about their product or service. Most of your competitors will have a similar product or service. So what's the difference? Most sales people think that buyers buy on price. They don't!
By Dylis Guyan

Presenting Your Solution - Feature Advantage Benefit
One of my new coaching clients contacted me because they were having great difficulty in closing the sale and wanted help He was great at making appointments but his conversion rate from appointment to sale was really low
By Dylis Guyan

Are You Losing Business to the Competition?
If you want to win business and beat your competitors - then you need to know your competitors inside out. Your greatest competition is the status quo. In other words, your prospective customers are so busy that it is easier to stick with what...
By Dylis Guyan

Why Stories Are an Essential Component in Marketing and Selling
If you can create great stories within your pitch or marketing campaign you have a ready-made audience and the prospective client on the hook. That's a guarantee. Think about it - all the things we love in the entertainment world has a good story...
By Dylis Guyan

No Time is Wasted in Sales If You Look for the Learning Experience
You don't have to be sitting in front of a blackboard, attending a boring sales lecture and sweating over tough examinations to learn something. The fact is, as soon as life hits us after the alarm clock sounds - we are learning.
By Dylis Guyan

How to Adapt Your Sales Pitch to Your Client's Personality
Great salespeople have a unique voice, approach and style which reflects their personality - some people just seem to exude charisma. As with any perfect sales pitch, they are selling themselves as much as the individual product.
By Dylis Guyan

Essential Tips For Building Client Trust
It is more important than ever, in today's fast moving, challenging world, where cynicism is at an all-time high and trust at an all-time low, that you interact with your customers with integrity, transparency and total client focus. It is no...
By Dylis Guyan

10 Top Tips on How to Keep Your Sales Pipeline Full
That off-the-cuff prospect you just happened to call for no particular reason has turned into a really big possibility of a mega-sale. You can clearly see the pound signs and you only have a one-track mind as you put all your energies, time, eggs...
By Dylis Guyan

It's No Longer Enough to Just Be an Expert in Your Product or Service
Businesses are started by people with ideas. Concepts that they have something to offer and that their product/service will improve the lives of the people who will buy it. And there was once a time when products and services would do all the...
By Dylis Guyan

Never Do This When You're in a Sales Meeting
Clearly, threatening your client with an axe, laughing at his dress sense, yawning, falling asleep or eating enormous slices of oily pizzas are definite no-no's. They need no explanation - it is the subtler sub-conscious factors that are often...
By Dylis Guyan