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It’s one of the biggest challenges that salespeople face in today’s selling world, and one that most people ask about on our programmes; how do we deal with objections? Objections occur when prospects or customers have not seen the overall value of the solution you are offering to them or their business. Depending on the type of objection, you can…
There are many times when a client tries to intimidate or get the better of salespeople. Whether it’s because they feel they have to in order to get a better deal, or their ego is associated with getting one over someone else, or some other rationale, they feel the need to do something that gains them a ‘win’ of some…
A salesperson on one of our workshops was bemoaning the fact that he had to make between 100 and 150 cold calls a week. He wanted our opinion on how to get more leads without having to cold call. My trainer was very diplomatic and said that, even though cold calling wasn’t the most efficient use of a salesperson’s time,…
So, you’ve got hold of a prospect and they’ve replied to you or accepted your request to connect up with them. That’s a great start! But where do you go from here? What can you say that will build rapport and follow-up that initial interest? Here are some phrases that could work well for you: 1) Do you have the…
Trying to get your prospect to interact with you can often be a frustrating nightmare. Making a call that is interrupting their day, especially when it sounds like a typical sales call, can be the quickest way to get a slam-dunk from the other end of the line. What can we suggest, then, that will at least get the prospect…
A salesperson once said on one of our training programmes that no manager he had ever worked for had been a true ‘motivator’. He went on to describe how no-one he had worked for had even tried to find out what drove him forward and what would make him get up in the morning buzzing and eager to get to…
One feature of modern, relationship selling is that we need to understand about peoples’ preferred buying behaviour if we are to sell to more of them. It is a fact that people buy differently. Some people prefer to buy quickly, others slowly. Some people need a lot of information and detail, for others a sheet of A4 with bullet points…
We’ve all had them; those customers for whom nothing you ever do is enough, or everything you do is wrong, or you’re blamed for everything that isn’t your fault. A picky customer is usually like that with every situation. It’s probably not just you. It could be that their character is simply one for whom nothing reaches the level of…
We often hear from salespeople that one of their biggest differentials is that of giving service. We then ask the question ‘what specific services do you offer that make you different from your competition? How are your services actually adding value to your customer?’ Unfortunately, lots of the answers we get are either pretty woolly or not real differentiators. If…
Managing Performance for many sales managers is the holy grail – how exactly do you get a disparate group of team members working effectively together to achieve common goals and still keep them motivated? One area we are always trying to improve is the way people perform on the job, and it is vital that we understand the elements that…
