Perfect client

connectionsI work with businesses to improve their sales function and one of my first questions is “Who would be your perfect client?”.

The answer is often that “everyone” would want their product.    It may be true that everyone buys a version of their product, for example food, it cannot be true that everyone would want the specific product they offer.   If you are a butcher your client base is not going to include vegans!

I encourage businesses to think hard about their perfect client; who is their latest client?  Who is their most profitable client?   Why do they buy from you rather than another supplier?

Contact to talk about sales for your company.


Entrepreneur’s Institute in Bali

I’ve just got back from an amazing trip to Bali, where I completed the two week Roger Hamilton Wealth Dynamics programme.   I learned so much at points my head felt it was going to explode, but at the same time I was able to hone down my training business to its best offerings.

To speak to me about my new 2016 course ‘Find your sales personality’ send me an email or telephone 07976 359069.   The course is specifically tailored to those that don’t have the word ‘sales’ in their job title.

Sales Without Selling your Soul Masterclass

In collaboration with I am running a six month sales masterclass programme. It’s a monthly meeting and coaching support, please get in touch with me for more details

A great product with a great salesperson

A friend and I had a wander around Covent Garden last week and homed in on the Penhaligon’s shop.

The shop represents everything that British goods (would like to) stand for. Quality, history and that indefinable essence of Britishness. The sense that we are buying the best.

They also had a very good salesman………..something I find hard to resist! The result; one happy customer that went away with the perfume of her choice (Ellenenisia), plus a load of samples. The salesman could see I wanted to buy, was not pushy but at the same time his priority was to make a deal that worked for us both. He was keen to find something that I loved over and above his desire to make a sale.

To me that is what sales is about – finding the product or service that makes your customer happy. Within reason, cost doesn’t enter into the equation when you feel you are getting something of value.

You may wish to read that inspired this post

What makes a good sales person?

A good sales person wants the person(s) buying to be happy with their purchase.  This applies if you are selling goods or services for pennies or for millions of pounds.    The deal is collaborative, with the seller listening to the buyer, anticipating their needs and responding appropriately and with empathy.

A great example of a brilliant salesperson; last week my business associate and I were in Mallorca on a business trip.     (Yes, I’ll admit it, the business bit took half a day and we spent the rest of the time enjoying gorgeous food and wine and loving the scenery).   At one point, we wandered into a very posh deli and started looking at the array of fantastically flavoured vinegars.   The owner was immediately with us, offering samples of date vinegar, cranberry vinegar and an amazing lemon and lavender vinegar.   Delish!   We left with a bottle each, very happy with our shopping and impressed with the sales skill of the  lady that owned the place.    The fact that we were both minus 9 Euros was fine with both of us.

Good sales skill means making your customer pleased that they bought with you and that they will choose to buy with you in the future.