Property and Finance Blog

Marcus Cauchi is currently running for ‘Leader of the Year’ in the LinkedIn European Business Awards 2010. As a personal friend of mine I would like to take the next few moments to tell you a little about him and ask you to vote.

Marcus is also known as London’s toughest sales & sales management trainer. He will take you on a hard but success journey if you qualify to work for him that is and as the founder of London’s First Licensed Sandler Sales Institute, he probably teaches the opposite of what you’d expect. Marcus is a master of his trade, if you listen to and practice what he teaches, you will win more business and become more productive. Quite simply Marcus leads people to success!

Without Marcus many people would no longer be in business and so whether or not he wins this award he will always be many people’s ‘Business Leader of the Year’.

If you have any doubts about whether Marcus is worthy of your vote you need to do is to take a look at his recommendations and endorsements:

http://www.linkedinbusinessawards.com/Nomination/Details/332

http://uk.linkedin.com/in/marcuscauchi

http://www.ecademy.com/account.php?id=72872

This link will take you straight to his nomination page where you can click the blue ‘support me’ to vote – http://www.linkedinbusinessawards.com/Nomination/Details/332

How often do you find yourself talking instead of listening? How often do you find yourself using the time you have to talk, telling and not asking questions?

Are you ever guilty of trying to demonstrate your own brilliance and knowledge by presenting your solution to a prospect before they’ve committed to buy from you? Have you ever invested precious time, money and resources proving to a prospect that you can help them identify their needs, give them solutions to their problems …. and then wonder why you aren’t closing enough business.

You gain credibility from the questions you ask not from the information you give. Your job in the sale is to gather information not to give it.

You’re in sales to go to the bank …. not to prove how bright, knowledgeable, educated or wonderful you are.

If you’re giving information what aren’t you doing?

You’re not gathering information. You’re doing free consulting. You’re telling the prospect what s/he wants to know …. so what reason does your prospect have for retaining your company or your services? Not much.

This lesson learned late in my career cost me over £12 million in fee income and £3.6 million in lost commission.

Rule: Prospects never argue with their own data.

Gather their data and play it back to them in the form of their pain and in my experience and the experience of my clients you’ll sell more, more often.

Happy selling!
http://www.marcuscauchi.com
http://www.london1.sandler.com