Many salespeople think better closing techniques will improve their results. But if you’ve earned the right, asked the right questions and solved the right problem, the final 30 seconds should be the easy part.
Many account managers spend their weeks visiting customers without a clear commercial objective. Here’s how to ensure every meeting has a purpose and moves the relationship forward.
“Prospecting is just about volume. Keep banging the phones, knock on enough doors, and something will eventually drop.” After all, sales is just a numbers game, isn’t it? Actually that sentence is not completely bad advice or a bad sales …
My Technical Salespeople Think Prospecting Is Beneath Them Read more »
Here’s 5 reasons why putting together a picnic and selling (selling anything at all) have got so much in common
So there I was, sitting nervously with a small overnight bag, lovingly packed by my kids, as they waved me off, staring out of the window from the passenger seat, hoping that children couldn’t smell the fear of a grown …
Why Being “Sold To” is Like ….. Waiting for an Operation Read more »
If you’re involved in any kind of new business development or sales, then I would always recommend that you spend some time working out the profile of your Perfect Prospect. Trouble is, it takes a lot more effort than most …
If you want to really make a difference over the next 12 months, I reckon there’s only one New Year’s Resolution you’ll ever really need. According to Time Magazine, the top 10 most popular (and most broken) New Year’s Resolutions …
New Year’s Resolution? You Need a Bit of 80’s Rock Read more »
I have a friend who tells me how his two kids have completely opposite view points on life. He describes it this way; My son is focused on the here and now – no interest in the possibility of what …
What Do You Need to Become to Ensure You Attract Success Next Year? Read more »
A successful businessman recently told me that he thought far too many of his salespeople were approaching prospects with a ready-made set of expectations, beliefs and paradigms – and that even the most experienced were missing out on new business …
The Salesman Who Couldn’t See What Was Inside the Empty Christmas Box Read more »
Here’s an interesting way for you to set the bar professionally. Just imagine the unthinkable happens tomorrow – and you’re current employer just collapses, got sold, or decides to make 50% of the sales team redundant, including – (clearly) unjustifiably …