Sales Process

When Was The Last Time You Changed Your Sales Process?

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 your customers to make decisions that are in line with their concepts of success. Your sales processes need to be…

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4 Future Needs Of Customers That Will Drive Your Business Processes

Listen to customers digital dial

There are many forecasts of how the future will affect our businesses and each one of these reports has a slightly different perspective on the effects it will have, depending on your industry. What we need is a rule of thumb, or generic guidance, on what will affect us, regardless of our products or services we offer. Here, we discuss…

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How To Effectively Implement Your Sales Process

Sales process book

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 for you to follow and apply. So, what steps does a good process follow to give you a chance to…

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5 Steps To Effectively Follow-Up Prospects

Follow Up

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 to read that twice before it sunk in. What causes it? Lack of time? No desire? Carelessness? Laziness? I don’t…

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6 Ways To Keep Your Prospects Hot After The First Visit

man thinking red question sign

I received an interesting question yesterday. Here it is: Hi Sean Please can you offer some help. I have purchased a new Laser cutting machine for cutting just about any shape you can think of out of steel. So, we have been telling everyone on our data base, just what we have to offer. However, how do we maintain the…

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Adopt These 5 Traits To Smash Your Sales Targets

business people success

Do you want to be mediocre, average, unexceptional or ordinary? Thought not! Those aren’t qualities that usually come to mind when we consider successful salespeople. We like to think of ourselves as successful, positive, popular, prosperous and, yes, outstanding. So, what characteristics would support your quest to be the best? What would we expect of salespeople who make an impact…

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Talking Less + Listening More = Increase In Sales…Here’s Why

business chat

Years ago I heard a piece of advice that is now committed the dustbin of time, and quite rightly too. Have you ever heard someone say ‘Oh, he has the gift of the gab; he should be in sales”? Ever heard that? Well, it may have been true in the days of snake-oil salespeople, where suckers queued up to buy…

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How To Make Sure You’re Selling The “Right Kind Of Value”

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 they evaluate value! What can I do about that? This is often the reaction when we discussion the concept of…

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Change From Being Effective To Affective

I had a very interesting conversation with one of my clients this week. We had trained many of his sales people, and he wanted more development for a select few of his team who had been with the company for a relatively long time, but had plateaued in their performance and their results. He said he wanted this band of…

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Transitioning From Presenting To Gaining Commitment

There comes a time in every salesperson’s discussion with a prospect when they need to change tack and get to the decision-making bit. You know…grabbing the prospect by the throat and saying  ‘Look, this is what you NEED…when are you gonna say YES?!!!” I know it’s a little forward, but that essentially is what you want to say to them….

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