The Australian Small Business Blog

Wednesday, August 28, 2013

Living with objections to your offers - 2

by Jim Prigg

Objections to your offers and ideas are a natural part of the sales process. Rather than be afraid of objections get into the mood of what the prospect/client is trying to tell you, show you or ask you to do. [Part 1 of this article here]

Saturday, August 24, 2013

Marketing Moments - If only I had a better hammer

by Dr Greg Chapman, MBA

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I’m not the world’s greatest handyman, although I still do odd jobs round the house, and sometimes this involves knocking nails into the wall. It’s a frustrating exercise because invariably I bend the nail, or hit my thumb. I just don’t do it often enough to get any good at it.I wonder if I would have better results with a hammer the professionals use More.....


Dr Greg Chapman is the Director of Empower Business Solutions and The Australian Business Coaching Club and is Australia's Leading Advisor on Emerging Businesses and provides Coaching and Consulting advice to Australian Small Business Owners in Marketing & Business Strategies Planning & Systems. He is also the author of The Five Pillars of Guaranteed Business Success and Price: How You Can Charge More Without Losing Sales.

Wednesday, August 21, 2013

Living with objections to your offers - 1

by Jim Prigg

This is the first of a series on Sales Technique from the Knowledge Master - Jim Prigg

Handling objections and resistance is part of the sales process. Just as you need to be able to find potential clients, get appointments, give simple advice, ask the right questions, explain concepts, close the deal, render ongoing service and retain clients so you will need to be able to handle objections to survive and thrive.

Wednesday, August 14, 2013

Small Business Best Practice Benchmarks - Debtors



by Dr Greg Chapman

This is another in the series of posts on Small Business Best Practice Benchmarks.

Many businesses go bust while making a profit. Cash is King, which is why your debtor position is so important. A business may look at its balance sheet and see an apparently healthy Current Asset Ratio but this measure can hide bad debts. The debtor position can reveal much more about your liquidity. The older the debt, the less likely it is to be paid.
More...


Dr Greg Chapman is the Director of Empower Business Solutions and The Australian Business Coaching Club and is Australia's Leading Advisor on Emerging Businesses and provides Coaching and Consulting advice to Australian Small Business Owners in Marketing & Business Strategies Planning & Systems. He is also the author of The Five Pillars of Guaranteed Business Success and Price: How You Can Charge More Without Losing Sales.

Saturday, August 10, 2013

Ad of the Month - From 1916



by Dr Greg Chapman


This ad is not from August. It’s not even from this year. In fact, it’s almost 100 years old. Perhaps when you first see it, you won’t even think it’s an ad, but even with a warning that this is an ad, can you resist reading it?

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Dr. Greg Chapman is also the author of
The 5 Pillars of Guaranteed Business Success

The Five Pillars of Guaranteed Business Success

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