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Having achieved the goal of setting a sales meeting with a customer or prospect, what would be the best way to ensure, as much as possible, its success? Follow these five ideas in order to make sure you are fully prepared and confident when approaching the meeting: 1) Have a clear purpose As the saying goes, if you have a…
There are many times when a sale can stall in its progress and there are many reasons for it occurring. One of the most common is the issue of price, where a prospect has not yet seen the value of paying the price for your products or services. Why does this happen? Naturally, it’s because people associate what they have…
How many times have you walked away from a sales meeting, returned to your office and stated that the sale is in the bag, and it’s just a matter of getting the signature on the contract? How often have you then been disappointed that the sales didn’t materialise, especially after you had been convinced the customer bought into your solution…
Meetings with your salespeople can often be seen as a grind, or a necessity, rather than something to be looked forward to. For many sales managers, they can turn into long, boring sessions that people can’t wait to get out of. Many sales meetings fail because of the following reasons: – administrative matters receive more time than sales matters –…
Preparation is key when meeting a new client. You certainly don’t want to risk ‘winging it’ with someone new, especially if it’s the first time you have met with them. This is a great opportunity to find out whether this prospect is a good fit for your and your company, and whether they are likely to prove profitable for you….
Loyal clients are always the best to deal with. They offer opportunities to work with them at various levels and can support new initiatives that you are planning. However, we sometimes find even these most patriotic of buyers can cause us challenges through raising objections or concerns. What should we do if we face this dilemma? How should we deal…
Years ago, when I was on holiday in Disneyland, my family and I were enjoying a drink and some snacks when we were approached by one of the sales staff from the resort we were staying at. He recognised us and got us into conversation about our holiday. Of course, I recognised immediately that he was trying to up-sell us…
What is a belief system? Wiki would have it described as a mental representation of an attitude oriented toward the likelihood of something being true. I like that concept, because it identifies a model that supports the way someone likes to behave, based on a system that supports those beliefs. That means it can’t always be supported by empirical formulae,…
It’s one of the most-frequently asked questions on our sales courses – ‘how do we overcome objections to our proposals?’ It’s often asked by salespeople who face similar concerns and objections in every call, almost becoming an expected retort for every call. First, though, we have to understand that an objection isn’t always caused by the prospect trying to get…
We’re always told to think big, aim high and challenge ourselves. It can give us motivation and drive to go where we might not have thought we could and achieve things we might not have thought possible. How can we give ourselves that massive push to go for something that would inspire us to tap into our potential? One way…
