Sales – Stop Thinking About Your Targets… When I train sales people, I often get asked the question “how can I hit my sales targets more frequently?” Before I get a chance to answer, the question is usually followed by a long list of reasons why they think they are not hitting target, and to… Read More
Referrals – The Holy Grail of Sales – Who You Know or What You Know? As a sales trainer and coach, I am so lucky to meet what I think are some of the finest and most talented salespeople. Working in sales in not easy, and the expectations placed on them by the people that… Read More
Sales Laziness – Just doing the Milk round. Remember the milkmen? The gentle clink of the bottles and the hum of the milk floats they drove around in at 5mph at 5am. Halcyon Days. I always think of the “watch out watch out there’s a Humphrey about” the old Unigate ad campaign, striped straws filled… Read More
Sales Hunger – Unleash the Wolf! Sales people want to sell. There I said it. It is true, they love it, they love hunting for prospects, they love the presentations, and they love selling the benefits of their products and love the hell out of closing the client. Why? Because they are hungry for the… Read More
It really is true. It works so well too. However getting sales people to learn this technique is no easy task. Let us first of describe what we are talking about.
How many of you watched Deborah Meaden retract her offer of investment this week on Dragon’s Den? What a truly great example of a Sales Person getting in the way of the buying process.
You have a sales team right? Made up of terrific people all very nice, relationship focused and brilliant at a building rapport. There is something missing though. They are reluctant to pick up the phone and hate cold calling. They hold off on calling larger organisations preferring instead to call smaller clients keeping to a… Read More
The Write Stuff: Creating an Effective Proposal In my role as a Trainer, I get to visit some cracking organisation and work with some amazing sales people, some are truly terrific at working on the rapport and asking great questions, whilst others are hungry for the close and look to sell solutions to problems… Read More
The Negotiation Journey “You cannot begin to negotiate until you have an agreement to buy.” Anon Outline: It has often been said that being a great negotiator is an art. Well it probably is in some people’s eyes, however, it is also a process, and one that should be stepped into once a buying decision… Read More
SCRATCHING THE SURFACE OF CLIENT PERSONALITY Agenda-Understanding Client Buying Journey, behaviour and motivation. The overall message- “Before you can walk in someone else’s shoes, you must first take off your own.” The overall message- “Before you can walk in someone else’s shoes, you must first take off your own.”
