So, you know when a sales presentation is going really well, conversation is productive and easy on both sides, lots of sharing of ideas, information and thoughts about moving forward….and them you hear words come out of your mouth that immediately make you want to hit the rewind and rephrase…. Nope, I’m not talking about… Continue reading Did You Really Mean to Say That? Phrases to Avoid in Sales
And why should your prospects behave any differently? Especially if they aren’t the final budget holder and they have to justify the purchase choice to their manager or board. Honestly, forget about the specific product or service you are selling, placing yourself in their shoes, faced with making a purchase what would you base your decision on? You should… Continue reading You Deliver More Value Yet Your Prospects Still Buy Based on the Cheapest Price…
You may be the kind of Sales Leader who loves sales meetings, or you may find they cause you more confusion than clarity, create more disappointment than hope…so in answer to a query that came in last week, here are a few hints and tips about running a solid sales meeting where you get clarity and sanity. You… Continue reading What is Poor Sales Forecasting Costing You?
You would be surprised how many sales people are still doing generic sales pitches, ill thought out, barely researched, treading the same path to the prospects door as the competitors – it’s a very crowded approach, and after all, there can only be one winner. I was listening to a program earlier this week, where… Continue reading Why Following Your Competitors is Costing You Pure Profit and Sales Opportunity Today
It’s coming up to the end of the sales month – are your sales team still selling value or are they selling discounts??? Yeah, we all know it shouldn’t happen, but it does. Robbing next months sales orders to make good on this months sales forecast and target is bad housekeeping at best – it’s… Continue reading Ok Sales Team – It’s Month End – Let’s Start Working Out What Discounts to Offer!
What’s the Next Stage? How many times have you walked out of a sales presentation or ended a sales call and not asked this question? Probably there have been a few times where you haven’t specifically asked, times when the question had already been answered. But it this question enough? Is this question sufficiently all-encompassing… Continue reading Why NOT Asking this Question is Costing You Lots of Money!
Is everyone in your business ready to make the most of the sales opportunities? 10 things the whole business should be doing to generate more, high quality sales leads and close more deals at a higher profit. 1. Make sure your product or service brings value to your buyer group. If it doesn’t – you have… Continue reading 10 Ways to Efficiently and Effectively Make More Sales (or How Not to Give Profit Away)