Over 1,000 tips and techniques
to help you win more business
Here’s a question to start your day. ‘If you’re going to make some contacts with prospects today, why should they bother talking to you?’ Now, if you answered with something like ‘because my products are better than the competition’ or…
When I was growing up, my uncle had some ideas that, in this modern world, would seem laughable. Yet, in those days, we had no social media and a mobile phone was a brick attached to a 16lb battery! Yes,…
What makes a great salesperson? Product knowledge? Great organisation and timekeeping? The ability to prospect effectively? All these are, of course, vital in the armoury of the salesperson who wants to make a success of their profession. But there’s one…
Have you ever had that feeling when you’re talking to a prospect that the person isn’t who they say they are? By that, of course I don’t mean they are an impostor! No, but maybe they are claiming to have…
Don’t you just love it when one of your customers places a follow-up order? Or you get that call and the customer says they’d like a repeat of what they had from you before? The great feelings flow through you,…
I talk constantly about the modern-day buyer and how they have evolved from those of the past. However, the modern-day seller must evolve as well. Short and sweet, here are the three top qualities of the modern-day sales professional. Today’s Sales…
Sometimes, even the words ‘cold call’ can send shivers down salespeople’s’ spines. The very thought of picking up the phone or writing an email to a prospect who has never heard of you or knows little about your products can…
According to Charles Darwins’ Origin of Species, “It is not the most intellectual of the species that survives; it is not the strongest that survives; but the species that survives is the one that is able best to adapt and adjust…
It’s one of the biggest frustrations in a salesperson’s experience. You’ve done your research on the buyer and their company…you have uncovered all the possible objections the prospect has in mind…you’ve presented the solutions for their concerns…you’ve even discussed a…
We all know the benefits of using quality questions in uncovering the current position our prospects are in. The better the quality of the questions, the more information you will gain. Now, imagine if there was one simple question you…
You’ll no doubt agree that one of the most important key skills you need to develop today as a salesperson is that of communication. Ok, it’s a well-banged drum, but I’m going to say it again anyway…you simply will not…
Unless you’re working with customers who are purely in transactional mode, the holy grail of sales is gaining repeat business. Turning a one-time customer into a loyal client increases revenue, profit and probable recommendations exponentially. So, how can you tell…
