Over 1,000 tips and techniques
to help you win more business
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…
The global situation we face means that literally everything has changed in the last few years. Change is the only constant, and businesses who have fallen by the wayside lay as epitaphs to the inability of many organisations to recognise…
How many times have you been in discussions with a prospect and got on well, only to find that they don’t have the authority to make a decision? It happened to me a number of times when I was first…
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…
As a sales manager, there are many responsibilities that you hold in terms of results as well as performance. You’re paid for the results you achieve; the more you achieve , the more successes you can measure. All managers realise…
Selling today is all about recognising the true motivations of buyers and aligning your presentation/solution to match their needs and desires. We all know that. So, with an up-to-date buyer, who has little in the way of time and resources…
