sunil nair

Tag: selling

  • Why selling is a challenge with coaches and consultants?

    As one of the oldest professions in the world, selling has done a less-than-commendable job in positioning itself. Even the sales experts have been selling the idea that “everybody’s a salesperson,” but nobody’s buying that. Sure, people call it “business development” nowadays, but who are we fooling. And all that bad PR doesn’t encourage people…

  • The four-step email prospecting

    If you’re into sales or business development, cold emails and phone calls are part and parcel of your life. And let’s face it, we would instead send cold emails than cold calls. But the reality is that most cold emails suck! I delete 99.99% of all the cold emails I receive because they’re not well-written,…

  • Don’t kill the golden goose!

    I had a great meeting with a former acquaintance looking for a solution to boost sales for his small professional services firm. A few minutes into the conversation revealed the following:  1. The company hired a couple of young salespeople working for them full-time on straight commissions. Since it was a new initiative, my friend…

  • Expect everything, attach to nothing

    One of the most worthless piece of advice I’ve ever gotten is this — “lower your expectations.” Or perhaps a variant of “don’t get too attached to your expectations.” I say “worthless” because our expectations is what makes or breaks us. Imagine a life without expectations… I’m waiting… Nothing, right? It’s like a blank page!…

  • Planning ain’t selling

    In 15 years (1963-78), Joe Girard sold 13,001 Chevrolets. He sold 1,425 in 1973 alone! And in his book, How to Sell Anything to Anybody, he documents his exact process that made him one of the best car salesmen on the planet. Guess what did I find out? Besides the basic tactical-practical strategies, he invested…

  • Sell me this pen

    Just do a Google or YouTube search for that phrase and you’ll have millions of hits. I saw it first towards the end of the epic movie, “The Wolf of the Wall Street.” (It’s a great movie and you should watch it!) At first it felt dramatic and powerful but over the past few years…

  • To sell means showing up everyday, without fail

    After over a million titles (books, articles, podcasts, videos, training programs and everything in between combined) on sales and business development, it’s an established fast that everyone’s into sales. And yes, that includes you and me! How we utilise our opportunities to represent our work or our company is an entirely different argument. Most freelancers,…

  • A ‘yes’ is great, a ‘no’ is okay too… what’s not is a version of “I’ll think about it”

    It’s the worst place to be in particularly if you’re into sales, recruitment or staffing. Nothing wastes more time than being “in-between” a decision when one has all the information that’s needed to make one. (I’ve spoken about it at length previously but this keeps coming back to me every now and then.) No, I’m…

  • You’ve got to change that damn script!

    If you have an idea or a thought that’s worth share, believe it, people have already heard it. Even if you think you’re a special snowflake or you have unique talents nobody else in the company has or you’re selling a world-class product that’ll save your prospect millions of dollars! If that’s too difficult to…

  • Getting to world-class is useless!

    Because everyone wants to be the best in the world but nobody wants to do anything about it. Why? I don’t know why perhaps everyone likes to dream? Or it’s just easier said than done and people seem to have accepted it. Sure everyone’s entitled to their lives and the choices they make, if only…