Sales & Marketing Consultant, Bestselling Author & Business Motivational Speaker

The things you need to bear in mind when writing sales copy and when you are selling! 

Click on the image to download  the cheat sheet! 

All the best 

Sean 

Sean McPheat 

Sales Copy Cheat Sheet

I think life is a series of questions.

Afterall, what is a thought? It’s a response to a question. Is it? (There you go, two more questions!)

The questions that you ask your prospective clients can make or break the deal.

But I get asked all the time about open and closed questions. Which are best etc

To me, you can ask open or closed! It doesn’t really matter as long as your questions do one of three things.

Your questions should either:

MOVE THE SALE FORWARD

or

DEVELOP TRUST

or

DEVELOP THE RELATIONSHIP

Give yourself permission to ask a closed question ok? (See, that’s a closed question!)

In terms of MOVING THE SALE FORWARD these are the fact find questions, the benefits and pain questions, finding the hotspots of the prospect and those questions that move the sale to the next stage.

In terms of DEVELOPING TRUST questions these can be questions around what’s important in selecting a supplier, anything related to what you have done in the past, what questions can you ask to make you the safe bet?

In terms of DEVELOPING THE RELATIONSHIP these questions can be on a business or personal level. These are not cheesey “Are those photos of your kids, they’re beautiful” questions – yuk! Instead, how can you help them further? How can you demonstrate that you are a partner? A trusted advisor? Instead of a commodity broker like most of the sales people out there.

Ok, so work on your questions and remember they need to establish an end goal.

Happy selling!

Sean

Sean McPheat

Marketing Consultant – Motivational Speaker - Internet Marketing Consultant 

This video from Amercian Psycho really makes me laugh as a team of execs try to impress one another with their business cards!

It does have a couple of hidden truths though!

Some of the sales people I come across dress to impress their fellow sales colleagues or the girl on reception rather than dressing to impress their client. If your client is quiet and reserved and you go in with a loud tie and power dressed to the hilt you may find it difficult to connect with them. It may impress the boys in the office but not this sales savvy buyer!

Same goes with your business card too! LOL

So dress to impress your client and not anyone else (and that inclues you too!)

Happy Selling!

Sean

Sean McPheat

Marketing and Internet Marketing Consultant

You’re almost 20 days into 2010 and I have a question.

Have you taken the time to review your current book of business to determine which clients you’re going to get rid of this year?

Yup. I said it. Which ones are you going to fire?

The truth of the matter is this. At least 10%, if not more, of your book of business is not profitable. If you’re like everyone else in sales, you probably have a handful of small clients who call you every other day demanding your attention, sucking your customer service team dry. It costs you more money to service their accounts than you’re actually making. Maybe they’re slow pay accounts that can never seem to keep up with their bills but still demand your time.

But how do you fire a customer? It’s simple.

Raise their prices.

They’ll respond in one of two ways. They’ll accept the price increase (thus becoming profitable) or take their business elsewhere (in which case you won’t be upset anyway).

Make sure you draw clear customer service lines when you make those price increases, too. Clarify exactly what your clients should expect to receive and make sure they understand that additional services beyond their contract will come at additional cost.

Don’t be afraid of getting rid of unprofitable clients. Lightening your load will actually relieve a lot of pressure and will give you the time and energy you need to chase after more profitable accounts.

Good luck!

All the best

Sean

Sean McPheat

Marketing Consultant – Motivational Speaker – Sales Expert