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Sales Commission Tactics

Cartoon holding cards and cash

I received a great email from a Sales Director the other day. He was in charge of the sales operation for a B2B engineering firm and he was dipping his toe into employing some telesales staff to set appointments for his field sales teams. “Sean, how do I set the commission levels for my telesales people? I’d like to offer…

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How Much Sales Training Have You Done?

Training words

Let me ask you a question: up to this moment, how much time have you spent on perfecting and learning your craft as a professional sales person? I mean, if you added up all of the time you spent in sales training classes and all of the time you spent reading sales training material and books and every minute you…

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Contact Frequency For Prospects

Two businessmen in a meeting

This is a long un, but a good un! I just received a question from a sales person called Jack. Jack wanted to know, among other things, how many times we should be contacting prospects and clients without coming across as desperate. Here’s Jack’s question: Hi Sean, I have been subscribing for a while and look through your sales tips…

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Don’t Puke Over Me Please!

Businessman with thumbs down

I’ve just got to tell you about two of the worst examples of selling that I have come across in a long time! Poor Example # 1 “The Garden Centre Waffler” My wife and I were looking around a garden centre when we were admiring a garden table and chairs for our patio. We have literally just walked up to…

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How To Get Your Calls Returned

Businessman on the phone with thumbs up

Here’s a question I got asked last week from a sales person who receives my weekly free sales tips: “Sean, I hate it when you call or email your prospects and they never return your calls! It’s so frustrating. Can you advise anything? Thanks as always – Jeff G” Here’s what I think: You send an email, but the prospect…

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Get Your Mindset Right

Salesperson brain

Getting (and keeping) Your Mindset Right Let’s face it; there are times when it seems everything is going wrong: You lose a few sales you thought you had in the bag. Sales you closed fall out of financing. Prospecting seems to become a nightmare and it feels like you are hearing “NO,” more times than humanly possible. No other business…

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Solutions Based Selling

Two people discussing

Solution Based Selling What is it and how to do it! What is solutions-based selling? And how do you sell a solution? In answer, let me start with the word itself. Merriam-Webster defines the word solution as: “a. An action or process of solving a problem b: an answer to a problem…” Solutions based selling means providing answers to problems….

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Marketing Consultant Services

Marketing written on a chalkboard

We often get asked to provide marketing consultant services as well as sales training and sales consulting. Your sales and marketing efforts need to be aligned as far as lead generation is concerned. When it comes to marketing your services you need to ensure that you concentrate on three elements: FREQUENCY VARIETY CONSISTENCY Your marketing mix, whether it be direct…

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Selling Through Email

Businessperson sending email

I received an interesting question the other day through email. Here it is: “Hi Sean, Scenario: I own a Virtual Business – where you are trying to get contracts for your Company based only on an email for positions/openings advertised. E.g. Writing Content for numerous online portals. An opening like this will get literally 100 of responses offering their company’s…

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The Science Of Selling

Time to sell sign

Yes, success in professional selling does indeed rely on a little luck! That luck however, stands for Labour Under Correct Knowledge! Selling is a profession and as in any profession it takes skill, education, practice and expert knowledge. A true professional sales person does not rely on the roll of the dice or hope and wish he or she has…

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