When out on the road, or in the office, making sales pitches, repetition has its benefits in the sales process, as you grow more confident in your approach each time you make a sale. However, repetition can sometimes make us lazy, and as a consequence we stop growing in our technique, so maybe its time … Continue reading
Not every sales person will dread cold calling, but from my experiences it seems to be the part of the job that most sales people dread the most, or at least the one they try and get out of doing. Yet, it is most often the most rewarding of tasks, as over the last 20 … Continue reading
Just one of the questions I am regularly asked by clients, and mentee’s, so how do you keep your sales force motivated in hard times like these. There are a number of different ways to motivate sales people, when I first started in sales it was either the carrot or the stick and I always … Continue reading
There are many ways to get your products to market: via the web, the phone, a shop or office, through catalogues and even via mobiles, as well as using traditional sales agents. Tapping into multiple sales platforms is not new a new idea, but it can increase your opportunities for making those essential additional sales … Continue reading
1. Sell the sizzle not the sausage It’s the old technique of making sure you tell your clients about the results they will have should they purchase your product or service. I have recently read a great book that explains using ‘afters’ or sizzle to sell your products. I would recommend you take a look … Continue reading
Over the last twenty years I have had great days where everybody I have met has bought from me, and I often wonder whether it was all about luck or just good timing. This post was inspired by an article I read in Business Matters magazine, which looked at luck in the sales process. It … Continue reading
Setting goals or resolutions, whether it be for business or personal growth, is always a good idea, but do you stick to them? Watch this short video for some helpful tips. If you are struggling to set and achieve your goals why not try a personal or business mentor.
You have a great product or service, but how do you deliver it to your chosen market? Firstly, your own excitement and commitment to what you are selling is always invaluable when bringing products and services to the market place. It follows with wanting to develop a sales strategy, this should cover what, how and … Continue reading
New research forecasts a record 312,000 start ups will be created by the end of 2010 and a further 297,000 in 2011, making a major contribution to replacing the 330,000 jobs estimated to be lost as a result of severe public spending cuts through to 2015. While not all of these new smaller and medium … Continue reading
One of the questions I am often asked as a mentor and freelance business development consultant is. Q. Why should I make a credit risk assessment on my clients? A. It is essential at the start of any commercial relationship to establish exactly what and who you are dealing with and to what extent you … Continue reading
