Sales Planning

Should You “Wing It” or Have A Structured Sales Interaction?

Whenever the idea of a planned presentation comes up, usually the first thing sales people think about is a “canned script.” In a canned script, I am referring to the old-fashioned, smile-and-dial era, word-for-word, rehearsed, “Pitch.” Such was a primary tool of sales people, in particular telemarketers, years ago. Alternatively, we had the opposite of the canned spiel with the…

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Sean McPheat’s 6 Sales Predictions For 2012

It’s that time of the year again when everyone is second guessing what’s going to happen in 2012 so I thought I’d put together my top 10 predictions for the sales industry. 1. Recession Or Not, It’s Going To Be Like This For A Long Time Whether you think we’re coming out of the recession or not, business has changed…

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A Simple And Effective Way To Keep Your Pipeline Full

You have finally closed that big one!  You have been working on that sale for a long time and no one believed that you could close it, but you did.  However, now you look up and see your pipeline is empty.   You are short on leads, prospects, appointments, everything.   When your pipeline runs dry, it’s like being stranded on the…

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How To Create Urgency In The Sale

The sales interaction went well.  The prospect seems very interested, and you cannot see any objections.  However, you also cannot see any urgency, as the prospect feels they can wait.  You offer a price discount as an inducement, but still the prospect sees no reason to buy TODAY.  Below is a powerful and effective way to create a sense of…

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The Myth That Everyone Is A Potential Customer

Truth vs Myths Bowling Ball Striking Pins

One of my trainers was taking a telephone sales course the other week for a company, and a delegate said she was targetted with making at least 100 cold-calls a day. When the trainer asked what critera the call list was governed by, she said it was simply a bought list from another company, listing details of companies in the…

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How to Find Out Valuable Information About Prospects

Jigsaw puzzle brain piece

When you meet a prospect, how much information do you usually get from them? Naturally, their name, phone and email adrress is top of your list. But what other information can you ask for that would make your job easier? How much could you know that will help you identify the best way to network with this prospect? Here are…

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6 Steps To Creating Your Personal Commercial

Cartoon design coming out of work computer

Commercials are the lifeblood for any company. A commercial can be anything that advertises its benefits to the final customer, and can come in many formats. How you feel about them will determine how successful that commercial campaign is. You should think of yourself and your own personal commercial to your prospects. You do have one (or more) don’t you?…

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Preparing Confidently To Win Every Sale

Businessman holding trophy

Have you ever been caught out on the hop? Have you ever gone into a situation where you just knew that you should have had more facts, figures and information? Have you ever come out of a situation saying, “I wish I knew then what I know now”? Has an interviewer ever caught you out on a question about your…

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Are Your Customers Re-signing or Resigning?

Businesswoman saying no to salesman

Any customer who buys from you should have the opportunity to purchase your product or service again. In the real world, this doesn’t always happen. here are some reasons why customers may not carry out repeat business with you and become your loyal customer: 1. Showing no genuine or personal interest. This is the biggest reason why customers leave…apathy by…

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Improve Your Sales Skills For More Business

man running on stairs to success, successful concept

I’ve been thinking about the skills that we salespeople need to gain more business, no matter what the economy is like. So, as we start another new year, it’s good to review the best ways to use our time and improve our abilities. Here are some ideas to start with: QUALIFY QUICKLY: It’s impossible to sell to everyone you meet…

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