When you open a sales call to a client, the one thing that might irritate them the most is having the same conversation that starts like this. “Hi John, this is Simon from Bigger Better Best, Happy New Year to you. I bet you are pleased to see the back of 2020 right, what a… Read More
2020 can go and take a running jump right? Enough said on that subject. Time to move on. 2021 is going to be year that we all bounce back, I am optimistic that with everyone doing their bit that we can get to that magical light at the end of the tunnel. To help focus… Read More
Sales Training ROI – 7 Reasons Why Sales Training Works This article comes with a disclaimer as whatever I write in this piece, you the reader may no doubt think, “Well you would say that, you are a sales trainer” and the answer is yes, you are right. I am going to say it,… Read More
Game, Set & Match-Selling Against the Competition Were you glued to the telly this weekend by chance? A perfect summer afternoon watching (with strawberries & cream?) racket wielding sports giants battling it out to win the most coveted prize in tennis, Wimbledon. I must admit I am not a fan of the old bat ’n’ ball but the… Read More
Sales Managers – Is Your Sales Team Firing Blanks? How is your sales team performing? Firing on all four cylinders? Cooking on gas? All of them? Using the old 80/20 rule it can often observed that 80% of sales come from 20% of the sales team. This can fluctuate however it is the case that… Read More
Sales – Time Wasters. Stop Chasing Shadows Here is the situation, you call a client, they sound interested, they talk a good game, they do lots of nodding, say lots of yes’s, and they go as far as to almost book or buy from you, and then nothing. You have read all the blogs about… Read More
Sales – How to ask for a deposit or an upfront fee You might be reading this because you work in a sector that requires you to ask for a deposit an upfront fee or down payment for the services you offer. This can be tricky as client can often push back as it is… Read More
7 Phrases You Should Never Say to a Customer There are just some words that get people annoyed. Words that just bug us or leave feeling a certain way. I have some words that really make me feel uncomfortable. Moist is one, soiled is another. We live in a world where things can go… Read More
Sales Incentive Exercises to make Great Sales People Even Better. Have you got a totally committed and amazing sales team? Do your sales people just love the hunt for new business or the chance to maximise growth from their existing clients? Would you like to help them get even better? Yes Yes Yes I hear… Read More
Sales – How Do We Effectively Qualify Clients? When we prospect for new business, it is important that we offer a solution that offers value to the client, solves their problems and allows them to reach a goal. In sales this is pretty much 101 stuff. For many people working in sales, questioning the client is… Read More
