What is a sales funnel? In a nutshell a sales funnel are the stages that a prospective new customer needs to progress through in order to become one of your customers. I have seen some very complex funnels over the […]
We often ask salespeople on our Selling Skills Training to discuss the most important aspect of sales, and many consider the sales processes that they follow as the most important aspect that will keep the sales and commissions rolling […]
In sales, a lot can depend on the outcome and results of our efforts. If we succeed or progress with the sale, we tend to increase our motivation, improve our self-esteem and build our credibility. If we lose a sale […]
Emotional Selling Proposition – have you got one? We all know that sales are based mostly on emotion and the decision is backed up with logic. Sales Logic vs Emotion – that’s the law of the salesperson. So, do we […]
Sales is a complicated, never-ending process of building relationships with prospects, building trust, answering questions, and moving the whole procedure through to the commitment stage. Your sales process is the formula that keeps you ahead of the game and allows […]
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 […]
Here’s a question to get you thinking: What do you need to do today, tomorrow and next week that would have the biggest impact on your business growth? It’s a far-reaching question that determines how and where you should be […]
One definition of ‘process’ is ‘a systematic series of actions directed to some end: a continuous action, operation, or series of changes taking place in a definite manner’ A good sales process will give you a good framework and template […]
You know well how customer don’t buy on price alone. The risk that is taken when they buy the cheapest option is sometimes too great and so other components are taken into account when decisions are made. We often say […]
You will be aware of the changing nature of sales, driven by the ever-evolving requirements of businesses and their decision-makers. The old way of selling (cold-call, qualify, present, resolve, close) is being superseded by the consultative and insightful approach of […]
What strikes me as strange and rather puzzling is a piece of research I read this week that said less than 10% of salespeople actually follow up a prospect more than once after they have sent a proposal. I had […]
Let me say something that, on the face of it, may sound puzzling. You learn more when things are going badly than when they are going well. Go on, admit it…that’s an interesting statement (even if you don’t agree with […]
Do you know what the two main fears of selling are? Want me to tell you? Well, they are: 1) The Fear Of Rejection From You 2) The Fear Of Making A Mistake From Your Client Let’s look at these a […]
Optimism has been described as a mental attitude reflecting a belief or hope that the outcome of some specific endeavour, or outcomes in general, will be positive, favourable, and desirable. It comes from the Latin ‘Optimum’ meaning ‘best’ and is […]
You wouldn’t go on holiday without deciding where you wanted to go, planning the accommodation and deciding on what transportation you would use. So, when you are planning your approach to sales, it makes total sense to determine the strategies […]
One thing that you can be certain of is that you cannot be successful on your own these days. You need a coach or a mentor to assist you to achieve those aspirations and opportunities that may come your way, […]
You’ll have read lots of information on what you need to do to improve your sales. I have thought about it from a different perspective and come up with things that you shouldn’t do! Keep away from these concepts […]
Brand is often described as ‘a variety of something distinguished by some distinctive characteristic’. Apple’s brand, for instance, is characterised by the statement ‘Think Different’. It creates a label in people’s mind that attracts them and builds trust in the […]
I was talking to a sales manager recently, who was concerned about one of his salespeople. This person was suffering from a negative mind-set, where if he didn’t sell or at least get the appointments he wanted, he felt very […]
We are supposedly exposed to over 5,000 marketing, advertising and other types of messages each day. Personally, I think it’s a lot more, especially when you think of how many emails we get! What does this mean to a hard-working, […]
Whenever salespeople start talking about their products to prospects, the inevitable question about ‘what makes you different?’ will always crop up. Prospects want to know that they are getting a great product at a great price with great back-up. In […]
So, you’ve got to the part of the conversation where the customer asks the £64,000 question, hence indicating they are interested but haven’t yet been persuaded to think seriously about your solution. What do they really want and need when […]
Excellence is a word that is bandied about so much these days that it can often lose its meaning or its differentiation. The dictionary defines it as ‘being exceptional, being superior in some way, achieving extreme merit, pre-eminence or distinction’. […]
This is a guest blog written by Stephanie Earle from Simply Sales Jobs Job interviews are often a nerve-wracking prospect, especially if it’s a job you’d really love! Don’t be daunted by the prospect, as a salesperson you’re in the […]
Being sales savvy is to have the business acumen, practical knowledge and active ability to carry out your sales job effectively and efficiently. Most salespeople would mark themselves fairly high when asked if they are savvy when it comes to […]
Most salespeople we train know they need to achieve their KPI’s, as this is the key measurement against which their performance is analysed. Normally these performance areas revolve around the number of calls they need to make, the amount of […]
I remember seeing a psychologist on TV talking about how he worked with people on how to change their lives for the better. He succeeded with some people and had not such big success with others. When asked what made […]
What was that? You mean, there are different kinds of value the customer is looking for? Boy, I thought it was hard enough selling value to my customer, and now you’re telling me that there may be different ways that […]
I remember years ago being on a training course where we were learning coaching skills. The facilitator was coaching someone to use a golf putter when they had never played golf in their life. It was fun to watch this […]
We often get asked to help salespeople craft their cold-calling script so that the recipient drools at the very thought of meeting with the salesperson and has sleepless nights waiting for the presentation that will change their lives for the […]
