sales Joe da Silva | Speaker | Trainer

WHAT YOU MUST DO TO GET RESULTS

by Joe da SilvaAugust 21, 2017August 28, 20171 Comment

Recently someone said to me: “Your tips and lessons on your blogs, podcasts and videos seem so simple and are just common sense.” Well, I thanked them for the compliment of course and asked: “Why do I feel there is a but coming?” There was. They replied: “I am trying to put them into action, but I am not getting the results that you talk and write about.” My reply, as I have had this question, in one form or another asked, was: “It doesn’t surprise me at all.” All I got was a confused, befuddled and questioning stare.

FISHING FOR CLIENTS

by Joe da SilvaAugust 14, 2017August 28, 2017Leave a comment

Last week I was fishing off Port Renfrew located on the West Coast of Vancouver Island North of Victoria. It occurred to me while out on the boat, very early in the morning, the metaphor that is used many times in business; ‘fishing for clients.’ This analogy may bring some clarity about why you may not be ‘hocking’ the clients that you may be going after.

HOW TO GET THE DECISION

by Joe da SilvaAugust 7, 2017August 14, 2017Leave a comment

There is no doubt that there has been a steady increase in the individuals involved in making any kind of decision in most businesses. There are now more committees or boards that have to be somehow integrated into the decision making process. According to CEB, a global best practice insights company, there is on average 5 people that have to formally sign off on purchases. With this in mind and with the fact that you are paid on the ability to get the prospect to make a decision, purchase or not, does it not make sense to have a clear understanding on how that decision would be made?

THE FEAR OF ‘FIRST CONTACT’

by Joe da SilvaJuly 30, 2017August 7, 20172 Comments

During a recent session of The Action Suite, we were discussing how to make the ‘First Contact’ easier and with greater success than that of the past. ‘First Contact’, also know best as, ‘Cold Calls’ have a couple of brothers that like to hang around. The first is ‘rejection’. The ugly brother that comes along for the ride is, ‘failure.’

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BUILDING YOUR REFERRAL NETWORK

by Joe da SilvaJuly 24, 2017August 7, 20171 Comment

“I got a referral!” Not so fast! Before you celebrate, do you know what to do with that referral? You’re probably sitting there thinking: “Sure, I’m going to call them up and make an appointment and get a new client.” Again, I say: “Not so fast. Are you sure that is the best way to proceed?” I bring you back to why people in The Action Suite have success. As a reminder, it is because they are D.U.M.B.; Different, Unique, Memorable and Believable.

WHO IS YOUR CUSTOMER?

by Joe da SilvaApril 23, 2017August 12, 2017Leave a comment

Someone that values your service, who wants what you offer and who feels it’s important to them. That question and the answer came from a book that I have just finished called: Five Most Important Questions by Peter Drucker.

That may seem so simple that you may be wondering why do I even bring it up. The better question may be, however, who is my customer? Who is it that I should be really focused on? Who is that does need, want and can afford my product and service? Have you actually sat down and written down who your customers are? If not, I would suggest that would be a great exercise to do.