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James White

The Sales and Business Development newsletter that is targeted at Ambitious Business Owners who sell high value services and who want to drive Sales Growth. I share EVERYTHING you require to LEARN buyer behaviours, ATTRACT more clients and GROW your business in less than 4 minutes per week. Current subscribers gain ideas and insights to save time and implement practical tips to grow their business. Why not join them?

Featured Post

They won’t say “I’m ready to sign,” but they will…

Hello Reader, Let me take you to a moment every salesperson knows. You’ve built rapport. You’ve handled objections. You’ve delivered your pitch, and the prospect is engaged. You're thinking:“This is going well.”But you don’t want to push.You don’t want to come across as too eager.So you carry on talking. Explaining. “Adding value.” And before you know it…The moment passes.The prospect cools off.They say they’ll “think about it.”And the deal dies a slow, painful death. What happened?You missed...

Hello Reader, https://www.imdb.com/title/tt0207201/ In the 2000 film What Women Want, Mel Gibson played a smooth-talking ad exec who thought he knew everything about women… That is until an accident gives him a strange new power.He could read women’s minds. At first, he was overwhelmed.Then, he began using his new power (although not always for the best) Regardless, as a result of this power, he ends up being a better seller.Because he’s always two steps ahead of the game, with his ability to...

Hello Reader, The world is evolving. AI is everywhere. And buyers are no longer just buying from established companies. They’re also looking to purchase from companies that share the same values as they do. Companies that feel… human. And the only way to make your company feel human is by giving it a personality. Or, establishing your own personal brand. Now, I’ve heard many business owners and professionals knock down the idea of building a personal brand. I get the reason… Building a...

Hello Reader, The best sales conversations flow naturally. But that’s a lot easier said than done. What is the best way to accomplish a natural flow in sales? It's done by the questions you ask. The reality is that there is an art to asking questions in sales, and it comes down to timing. Last week, I gave you insights into how to get control in sales. And in order to get control, you need to be asking the right questions, in the right way, at the right time. Now while I explained those and...

Hello Reader, When I started driving, one of the most important things I had to learn was balancing the clutch! Because I knew, if I couldn’t balance the clutch, I wouldn’t be able to take off, let alone drive somewhere! And you might have had the same feeling. But the reason I told you that little story is because it relates to the question that I’m asked most frequently: What’s the most important skill in sales? Before I tell you, let me show you a quote by Simon Sinek: “There is a...

Hello Reader, Last week, we covered the eight biggest mistakes salespeople make when handling objections. Now, let’s talk about how to do it right. Every objection comes down to one of three things: They need more information. They don’t yet see enough value. They don’t see enough of a reason to change. And if you want to handle objections effectively, you need a structured approach. That’s where the LAIR Method comes in… Now, objections are an inevitable part of sales, but they don’t have to...

Hello Reader, One of the biggest problems salespeople still experience today is objections. Through all my training, mentoring and speaking events, this is one of the most common issues that keeps resurfacing amongst salespeople. Now the reason you may think this exists is because salespeople don’t know how to handle objections. But the problem runs a little deeper. You see, lots of salespeople don’t even know that they’re handling an objection incorrectly. And that’s where the problem lies....

Hello Reader, We’ve made it! We’re now in the final week of the 7 Figure Sales Programme, and this lesson is your bonus step… your next level. Now, before we continue, I just want to drive home how important this is. Remember that this is some of the most valuable information on sales you could ever receive. As I mentioned in lesson one, this is what I use when I coach, train and mentor sales representatives at massive companies. It’s also what I use to coach my own sales representatives at...

Hello Reader, We’re now on week 6, and we’re over 85% of the way through with the 7 Figure Sales Programme! Next week will be the final lesson, a bonus on top of these first 6. But for now, we dive into this week’s lesson, Step F, where you graduate to the “master of deals” level. Step F is all about closing the deal. And so far, you’ve learnt how to build a foundation, you’re able to think better, you’re calculated with finding what you need to, you’re brilliant at understanding, and you’ve...

Hello Reader, Welcome to week 5. We’re now over 70% through the 7 Figure Sales Programme.So far, we’ve built the foundation, mastered the mindset, found the right prospects, and understood their needs. Now, it’s time for Step E, where you learn to perfect your art – the art of selling. So, “Step E” is all about selling, where all the groundwork pays off and the action happens! Now, many people think that selling is about having the perfect script, the most persuasive pitch, or the ability to...