Over 1,000 tips and techniques
to help you win more business
Sales people constantly ask me about prospecting techniques and how to keep their Sales Funnel full. Yet the solution may not be techniques you need to employ, rather mistakes you need to avoid. Below are five deadly prospecting mistakes that sales people…
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…
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…
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…
We often talk about how to present solutions and results-oriented discussions with prospects for when they need to know how we can help them. Naturally, there are many ways to get the prospect aware of how our services can improve…
When negotiating with a client recently, I noticed she was often coming back to the issue of pricing for our services, trying to get me to reduce the fees for some specific services we were offering. Now, I realise that,…
Yes, it’s that old chestnut again: the age-old-how-can-I-get-rid-of-this-pesky-salesperson answer. Most prospects will use this simply to get rid of you and if you take it on face value, you might feel there might be a chance in six months’ time….
We’re often taught as salespeople that we have the best solution for prospect’s businesses and that we should be able to sell to everyone. If they don’t buy, then our sales manager thinks you haven’t tried enough or you made some…
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…
When sales managers have opportunities to develop their sales team, it’s something they should throw their whole time and attention at, as they seldom have the chance to get out of the fire-fighting mode and spend time working on. So…
Often during the sales process it is necessary to send email to the prospect, and usually the prospect is in the middle of the decision making process. The email correspondence you send during this crucial time period is critical to…
Are you sick of all of the wonderful pitches, tips and magical scripts you’ve heard on cold calling? Are you also tired of listening to the naysayers that cold calling is impossible, useless and has no place today? Well cold…
