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Ian Brodie Articles

Written by: Ian Brodie

Ask for that meeting - and grow your sales! - Click To Read Article
It's an obvious, but frequently overlooked technique - and one that can pay huge dividends.

Debunking the Myths of Non-Verbal Communication - Click To Read Article
It's probably the most often quoted statistic in sales: "93 % of communication is non-verbal". But where on earth did it come from? And is it really true? The truth may well surprise you.

Selling With Stories - A Powerful Sales Tool - Click To Read Article
The key to succesful sales is to really engage with your clients - to move them emotionally, not just rationally. And perhaps the best technique to do this is the use of stories.

Medium is Beautiful - Click To Read Article
Who are your best customers? It’s a question I often ask my clients. And the answers I most often get are either “the big ones” or “the small ones”. But is this really so? My experience has show that in fact, it's often the "medium sized" customers who are the most valuable.

Making it Easy for Customers to Say "Yes". How to Make Cross-Selling Work. - Click To Read Article
“Would you like fries with that?” Some say those are the six most profitable words in business. And cross-selling can indeed ramp up the profitability of your sales. Yet at the same time, clumsy cross-selling attempts can turn-off customers in no-time and leave a sour taste that damages customer retention. This article explores the circumstances in which cross-selling can effective - and how to make it work.

In Praise of Passion: Selling’s Secret Weapon - Click To Read Article
The stereotype many people have of salespeople is of an amoral hired gun. A sharp-suited, sharp-talking huckster who doesn’t care what he’s peddling as long as it brings in the money. But in reality, the opposite is true of all truly successful salespeople: they have a real passion and belief in the products and services they sell. This article explores the importance of passion - and how to incubate it in your sales team.

Finding Your Own Selling Style: A Key to Sales Success - Click To Read Article
Many salespeople struggle because they try too hard to copy or "model" successful role-models - without realising that a lot of what their role-models do is intimately tied-in to their personality and their experience. To truly succeed in sales you need to achieve the same outcomes - but develp your own style of doing so.

Challenging the 80:20 rule - Click To Read Article
It’s probably the best-known and most-repeated rule in sales: 80% of your sales come from 20% of your customers. The implication is that you should focus the majority of your sales efforts on those 20% to maximise your returns. But it’s also the most misunderstood and misused rule in sales. Slavishly following the 80:20 rule could cause you big, big problems.

Beating your number one competitor - the status quo - Click To Read Article
The biggest competitor faced by most firms is not the high quality market leader or the low-cost overseas firm. For most businesses, their biggest competitor is the status quo - the client not doing anything.





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