Marcus Cauchi Articles

Sales Training London: The 5 Hidden Weaknesses That Once Overcome, Will Dramatically Improve Your Sales - Click To Read Article
Have you ever felt that with all of your sales training and experience, you should be doing better than you are? Have you ever been in a selling situation and afterwards said to yourself, "I should have done...," but you didn't do it during the sales call? The reason could very well be what we call a "hidden weakness."

Sales Training London: Credibility in Sales Doesnt Come From What You Tell - Click To Read Article
How You Can Gain More Credibility In Your Sales ...

Sales Training London: What Makes Entrepreneurs Successful - Click To Read Article
Habit, attitude and the ability to learn. This is a tough question and the answer not definitive ..... start with defining who you want to sell to and why (define the herd). Be clear who or what is your target market? You can only hit the target if you get this right.

Sales Training London Pyrrhic Victories Ben Franklin said - Click To Read Article
Use disarming honesty and take responsibility, be curious and assume the other person has a worthwhile point of view that merits your understanding .. to avoid having to justify or defend your position or behaviours. Gently and effectively lead the conversation in this way and you'll regularly get the other person to think it's his idea ....

Sales Training London: Are Your Prospects Playing Games With You - Click To Read Article
Do your customers play games with you to manipulate, control, cajole and bully you or your salespeople? Do these power plays ever leave you feeling victimised or violated? Learn how transactional analysis may help you regain control of manipulative sales situations. If you've ever been the victim of these power plays and you're sick of it, read on.

Sales Training London: Define Your Herd Sell to Suit - Click To Read Article
Do you really know who your target market is? I don't suppose you know anyone who's had a great idea or product, they spent a fortune marketing it and meeting prospects, they were optimistic about their sales forecast .... and then they "took a bath!", losing money, wasting time and resources?

Sales Training London: Fail Your Way to Success in Small Business - Click To Read Article
Failure is part of the human condition and unavoidable. It's not something to be ashamed of. The best lessons in business come from your mistakes not from your successes. You'll make mistakes, probably many of them, revel in them, profit from them but don't keep repeating them. Learn how.

Sales Training London: Don't Lose the Sale Once Youve Closed The Deal - Click To Read Article
Have you ever THOUGHT you had closed the sale, only to have your prospect back out a few days later? There's nothing worse than closing a big sale with a signed contract, only to have this new client call a few days later and cancel the order. If it happens to me, I know that I did not do my job right - I didn't post-sell the sale. What does your "post-sell" step look like?

Sales Training London How Do You Make Money When You Lose the Sale - Click To Read Article
This piece is heresy for many of you. Competition ..... Kill...Kill....Kill But have you ever considered how much money you leave behind every time you fail to make a sale? I don't suppose you fancy making money even when you don't win the sale.

Sales Training London: How to Spoil the Pitch for Your Competition - Click To Read Article
What do you do today that brings you on to the same side as your buyer that might prevent him from talking to your rivals? How do you lock them out?

Sales Training London: How to Fail Your Way to Success in a New Business - Click To Read Article
Failure is part of the human condition and we should welcome it! “Failure has the effect of eliciting talents, which, in prosperous circumstances, would have lain dormant.” Horace. Learn how I failed, how it cost me £28million (US$56 million) in sales at 30% commission and what it's taught me about success and how to succeed. This isn't a comfortable read, I warn you in advance.

Sales Training London: A Blatant Sales Pitch - Click To Read Article
Traditional sales teaches you to qualify, present your features and benefits, trial close, close often and finish off with a professional proposal. This article disputes the very core of traditional selling and most of you will choke at the thought that you shouldn't close at the end of your pitch, that you shouldn't sell using your product's benefits and that Powerpoint is the end of the line for a successful career in sales. In fact, I'd recommend you don't even take a pen or a business card to a first meeting but that's the subject of another article.

Sales Training London A Geek Tragedy Is This You in the Sale - Click To Read Article
Never sell using product knowledge. Never sell using features and benefits. Using your product knowledge in the sale will get you killed. Controversial I know, but features and benefits using to sell will cost you dear in sales revenues and personal commission. Ever wondered why you get "I need to think it over" or "Send me a proposal" and then you can't ever get hold of the prospect again? This article shows you what you're doing to abdicate control to your prospect and give away any power you had in the sale. It makes depressing reading so be prepared to go for a stiff drink afterwards to recover from the horror of how much money you're leaving behind. I left £56 million and £16.8 million in commission because I didn't know any better. I'm taking away your excuse to lose money so you might not want to read it.

Sales Training London: Sales Training ABC of Closing - Click To Read Article
Why should you never "close" to win more business? What does closing your prospect do to his defence walls? When someone tries to close you, what's your reaction? Do you warm to them? Or do you put your hand on your wallet to protect yourself? I don't suppose you've ever said "that sounds interesting but I need to think about it"? So why would your prospects feel any differently if you come in with a close?

Sales Training London: Are You Staying The Right Side of the Trouble Line - Click To Read Article
What's the Trouble Line? There is no clocking in or out in sales but Time is finite and unrecoverable. Use it or lose it. Hit your targets for profitability and then spend the rest of the year playing golf, watching TV or climbing Everest. Lunch is for those who've earned it.

Sales Training London: Birth Order Selling Strategies - Click To Read Article
"Sales is Broadway play, played by a psychiatrist" according to David H Sandler, founder of the Sandler selling system. In this Sandler White Paper, you will learn about advanced people-centered skills to help you become a more effective bonder, a more effective salesperson, and, as an added plus, a more effective person in dealing with others. Discover a fresh approach to the psychology behind the sale. You might hate it, you might find it useful , but it will challenge you to think more about how you adapt your selling style to your influence your prospects.

Sales Training London: Breaking Myths Avoiding Talking About Prospects Budgets - Click To Read Article
Many Sales people believe that prospects won't talk about their budget. They avoid talking about money for fear that it will offend or scare off the prospect. The fact is that this is a very poor strategy. Part of sales is money. It has to be discussed.

Sales Training London: Can You Make It Last Longer Than 3 Minutes - Click To Read Article
What do you do in the first 3 minutes of a call to eliminate TIOs? How do you eliminate stalls, objections and put-offs? Many salespeople are dead on their feet but don't know it within 3 minutes of meeting a prospect. What can you do stop yourself being another notch on your prospect's six-gun?

Sales Training London: Why Cold Calling Is Tough For Normal People - Click To Read Article
Your parents, family and teachers embedded ineffective scripts in your mind during your early childhood that affect your performance, your beliefs and your behaviours today. Some harm your sales performance so badly that they can cause you to leave sales as a career. This article touches the surface of why we fail in our cold calling activities and points to some useful solutions I use in my Sandler sales training in London with my clients.

Sales Training London: Lets Do Lunch - Click To Read Article
Ever wondered how to get a customer to become a key account? Ever wondered how to stop a customer being poached by a competitor? I don't suppose you've ever worried that your margins are too low and your cost of selling is eating into them? Read on ...

Sales Training London: Playing the WAITing Game - Click To Read Article
2 ears, 1 mouth is a sales cliche but here's a powerful lesson on how and why to apply it for profit.

Sales Training London: Sell Today Educate Tomorrow - Click To Read Article
Why is educating your client about your product or service first the wrong way to go about things in sales if you want to get rich and go to the bank often?

Sales Training London: What Opportunity To Improve Are You Wasting - Click To Read Article
You're probably doing all this already, but if you're not, I don't suppose you know how much it could be costing you to not take advantage of your best source of customer and competitor intelligence?

Sales Training London: When Under Attack Fall Back - Click To Read Article
In The Art of War, Sun-tzu wrote, "The best victory is when the opponent surrenders of its own accord before there are any actual hostilities…It is best to win without fighting." The same holds true in the "art of sales." Even though the prospect is not always right, he or she is the judge and jury. So, how do you respond when you are under attack - being reprimanded for something, rightfully or wrongfully?

Sales Training London Why Giving Your Customers Strokes is Profitable - Click To Read Article
Customers generally don't leave you because you mess up, they leave you because they feel stroke deprived. This short article explores how to give your customers strokes to develop and maintain lifetime relationships for profit. Your customers are at the top of your competitors' prospect lists. Are you doing everything you can to protect them from your rivals?

Sales Training London: Why I Plan to Fail Often and You Might Too - Click To Read Article
If you've ever wondered why you're failing in sales, why you struggle to get customers to buy form you, why you get beaten up on price, your competition steal business from under your nose, if you find yourself giving away your best ideas ... for free and your prospects no longer have a reason to pay you for your services, this article will probably feel familiar. Chances are you haven't made as many mistakes as me, chances are you're much more successful than me, but if you've ever woken up in a cold sweat and wondered why is sales so tough, read on. It's not for everyone. It's probably not for you. But it's my story and it's the lessons that hurt that taught me the most.

SALES TRAINING LONDON Word of Mouth Selling Cheap Effective - Click To Read Article
Sales is a tough old game and if you want to make your life easier there are a couple of hints and pointers in this article to help you do that ..... but do you know how to increase your close rate from 1:10 to 7:10?

Sales Training London: You Can't Sell Anybody Anything Until They Discover They Want It - Click To Read Article
Despite what most traditional sales trainers tell us, it's very difficult to convince people that they want or need something that they're not already asking to buy. Our experiences at Sandler Sales Institute (SSI) have demonstrated that when we try to force-sell our products or services, all we do is evoke feelings of defensiveness in our prospects.

Sales Training London: You Only Have to Be Brave 5 Seconds at a Time - Click To Read Article
You're probably going to hate this article and disagree with everything in it. Persevere anyway. And if I'm wrong, write to me at MarcusYoureWrong@SALTeurope.com. I can take it. This article explores how you can be brave, asking the difficult questions, challenging your prospects to get a better result for you and your business.

Sales Training London The 7 Reasons Why YOU Fail to Sell - Click To Read Article
Years of stupid mistakes, behavioural errors, mental blocks have cost me a fortune. 3 and half years ago I had a Eureka moment when I came across the Sandler selling system and I went from Mr Mediocrity to owning London's first Licensed Sandler Sales Institute, to becoming one of the UK's leading sales trainers and to having a personal network of over 4000 business contacts. I wasn't scared to sell any more, my close rate went from 1:10 to 96% and now I teach my clients to achieve this level of success. Here's how ....

Sales Training London: Money's Not a Problem Ever Had Deja Moo - Click To Read Article
When a prospect says to you, "Money's no problem," does your smoke detector go bananas? It should. It seems that people for whom money is "not a problem" are the ones who don't have a budget for your product or service; or if they do, they haggle the most over price.

Sales Training London: W.A.I.T. and See - Click To Read Article
"He can talk the hind legs off a donkey", "she has the gift of the gab", "A born salesman" - are all probably reasons for you not to hire someone? Why? Because they'll cost you a fortune. Anyone who talks more than they listen, anyone who doesn't entice the prospect to talk for at least 70% of the time (i.e. 42 minutes in every hour) is little use to me in sales. They'll bore your prospects into submission or death by powerpoint. Their referral base will be weak. Their relationships will be weak. If I've described you I'm sorry. If I've described your staff, I feel for you. But a simple shift in behaviour could make all the difference to your success and profitability in sales.

Sales Training London: Why Aren't You Making R.E.C.O.N. Calls to Your Customers to Keep Them - Click To Read Article
If you've ever lost a customer and wondered why ..... if you ever felt that your mainstream income might be at risk .... or if you just wanted to be certain that you'd done everything you could to protect your family's income apply the R.E.C.O.N. process to help you with account development.

How to Eliminate Your Excuses For Failing in Sales - Click To Read Article
Have you ever become angry because a prospect has misled you or got you to do free consulting, stolen your ideas and done it themselves or shopped your proposal around town to get it done cheaper? Have your salespeople wasted scarce, expensive resources on non-prospects or discounted needlessly so they could buy the business and still expected to be paid full commission? This is an example of how you can go through a catharsis to rid yourself of the negative baggage most of us carry in sales because we've made the mistake of taking rejection and manipulation personally. David Sandler said, "There's no such thing as a bad prospect .... only bad salespeople". Do this exercise and email me with your reaction on marcus@marcuscauchi.com. I'd love to hear how it affected you and your salespeople.


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