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JB Wealth LTD T/A SME SKills Academy

JB wealth LTD is registered in England and Wales under company number 11335491

Registered office: 1 Pan Peninsula E14 9HD ©2018 by JB Wealth LTD. All rights reserved.

November 2, 2018

Leading by following…up.

I did a speaking gig earlier this year and followed up an attendee on the off chance they might buy by sending some case studies over. We traded emails trying to find a suitable time to meet to discuss a discovery session to discuss elevating their sales. I added value to the prospect by inviting them to events I was running and sending educational material and content.

When I write this out as a storyboard of contact between us I reached no less than 12 interactions. This includes the involvement of a separate prospect who was a mutual contact reaching out for a ‘reference’ from the previous prospect about my character and the service I provide.

Needless to say my patience and persistence paid off as the prospect is now enrolled on my Hypergrowth program and could potentially surpass their 6 month target of doubled turnover in month 2 if they continue to grow with the current rate for the rest of the month. I’m writing this 2 weeks into the...

October 11, 2018

So, how did you get on with writing out your detailed goals in Part 1? Easier than you thought?

If you went through and answered each question in detail, what you should have ended up with is a clearer picture of what your goal is, what it means to you, why you want to achieve it, how you will achieve it and by when… if you now have all of this written down… Well done! This is a huge step in the right direction…

In my previous post we were looking at the meaning of the word ‘optimise’, and as promised, we’re going to continue to explore this phenomenal word in a bit more detail…

*To plan or carry out (an economic activity) with maximum efficiency

This is easier said than done for some of the activities on the ever-growing to-do list, however, I’ve found that by allocating time in my journal to start/complete ‘said item(s)’, helps me to be present & focus on what I want to achieve in that given time.

Do I complete everything every day? Absolutely not! Life is unpredicta...

October 4, 2018

So who feels like they could do a better job of managing their time? Every single one of us…

I love quality time with my nearest & dearest, letting my hair down, great food & wine and going on some sort of holiday 6 times a year — so you could say I’m on a quest to prove (to myself more than anyone else I hasten to add) that you can have it all!

Now ‘having it all’ will mean something different to each of us… and usually compromises of a number of things…

For me it means having a work/life balance, quality time with those I care about, enjoying the work I do, experiencing as much of life and this world as possible, making a difference, funding a fabulous lifestyle, whilst doing sensible things like investing & put savings away so that we have more than just a pension to retire on!

Now going back to the title of this blog, you may be wondering why I chose the word “optimise” instead of “organise”… to be frank when I read the dictionary definition of ‘organise’ I wa...

September 15, 2018

Value can be described as the extent to which a customer is willing to go to buy your product or service. This isn’t always dependant on price. Have you ever considered two products with similar attributes where one is more expensive; somehow you consider buying the one at a higher value believing it to be a better product.

Something can be seen as having value even at a higher price. The fact is, most people see a products price as an indication of its value. Something higher in price is more often seen as better quality or will at least hold its worth in comparison.

I spent years in the furniture sales industry, famously always in a 50% off sale; people would see the before and after price; but the first thing they would ask when you put a package together was for more discount. Lowering your price does not increase value, it actually looks to cheapen a product or service. The constant drone of customers saying, ‘If they’ve taken 50% off of the price, what’s wrong...

September 3, 2018

It doesn’t matter what business you think you are in; YOU ARE IN SALES! Whether you are someone selling a product, or a service or simply selling yourself. You must sell. You need to think this way to grow your business or strive for success within the company you work.

Sales is a tough business. Fact. When the economy is down, or the competition is tough, or the weather is too good or it’s the summer holidays soon there is always a time when selling is tough. Hearing a lot of “NO’s” can be demoralising in your professional life and devastating to your personal life; and it’s all too common that people lower their ambitions or make excuses for losing out on a sale or a potential client; they even start doubting their abilities; STOP; you are good at what you do; you just need to reassess your mindset. Highly skilled and successful people do not allow for temporary setbacks to define their sales results. This is what makes some people very successful. It is also wh...

August 18, 2018

Those of you that saw my latest video on communicating value (Adding Value video) will know that recently my mindset got blindsided, I received news affecting me in a way that I didn't expect. I followed up on a prospect I met some months ago, seemed like a promising opportunity for me, the director was torn between running the company and keeping his hand on training his new sales recruit. A gift opportunity for a sales consultant:

"Enlist me to train your staff, you can run the company and hire some more sales and implementation staff when we're done because you'll need them at that time and together we will make this company fly!"

I made the rookie mistake of taking the director - being self-proclaimed at 'good at sales' - at his word and didn't feel it necessary to follow through to show the value I had to give and highlight WHY there was a NEED to utilise my service.

There was no urgency created which I would normally raise, there was a finite amount of passion...

June 23, 2018

How do you break out of your niche? How can you plan to double or triple your sales and get a decision from every customer? How can you treat every customer the same if everyone is different?

The last time you went on a trip, part of that probably involved some form of planning or itinerary of the journey. You will have mapped out how you were going to get from Point 'A' to Point 'B'...and maybe if like me you have small children had to include stops 'C' through 'K' just to drag things out a bit. I just made a basic analogy for a route through life didn't I? Maybe you believe in fate or destiny: what will be will be: Que sera sera etc. Maybe you think that life and your level of success has glass roof or that you have a niche and stuck where you are in life and your business or skill-sets ultimately have an anchor to your activity stopping you from 'making it' or getting there.

If this is the case, you need to develop your sales mindset: there is no room without doo...

June 23, 2018

Is it a secret? No! Is it painstakingly obvious? Maybe...like an optical illusion, the one that's all black and white squares hiding a picture of a boat which takes a few minutes to see. Do you need to know this? Yes!!!

But like most things: it's simply the case of looking at the same thing you always do from a different perspective or "frame of reference" as my Physics teacher used to say.

I felt it important to write this article because once I started to appreciate this formula I started seeing a huge difference in the way I conducted myself at work. My focus-targets shifted, I did a self-analysis (the hardest analysis there is) and cut myself away from ankle weights that were stopping me from reaching my potential. You might say I cleansed my sales attitude and put some premium "motion lotion" into my "get-up-and-go" engine.

I was meeting prospects and passing on the passion I have for what I do and helping them to see the difference between where they are and wh...

May 3, 2018

Disclaimer: No imaginary cats were harmed during the writing of this blog.

When you are growing a business a large part of your effort is focused on getting your message out there and generating enquiries and leads for your new business.

You work hard at defining your niche, identifying your target market and directing your marketing activity for maximum effect. Slowly, but surely, those enquiries start to build. You diligently log every one of them, and you watch the list develop. Over the days and weeks as your list grows so does your confidence.

It’s incredibly exciting and encouraging to see the number of your opportunities grow – soon the length of the list validates your decision to be self-employed, and provides hope that you will be able to make a good living. But don’t fall into the trap of believing that the length of your list is the most important factor.

In 1935 Austrian physicist, Erwin Schrödinger, devised his thought experiment now commonly known as Sc...

May 2, 2018

I saw a question in one of my news-feeds this week about pricing a product and when you should reveal the price to prospects: upfront in your proposal or not? Initially my first thought went to my blog article entitled 'Sales Over Marketing' and how many marketers would probably do something akin to an information dump and hope that the prospect generates their own buying impulse from what they receive and make a decision.

But then after reading ALL the comments of people brave enough to have a go at venturing 'WHAT YOU SHOULD ALWAYS DO IS: (#contrastingopinion)' I thought there is a lot of people in business who have found their own way as there is - to quote one of my daughters favourite Disney films (Rescuers 2) - "more than 1 way to skin a cat", a gruesome notion I agree but it concisely communicates the point and invokes an emotional response which I will explain the significance of later.

The same is true that there are many ways to get from where I live to Lo...

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