If your sales team aren’t closing the business they should, then it most likely means they’ve failed to ‘open’ correctly. One of the key questions that every sales person should ask of the buyer is this: What stage are you at? This is vital: without this, the conversation may have meaning and relevance, but no… Continue reading The ONE Sales Question You Must Ask
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)
The first thing I have to stress here is this: If your path to sales success and a successful sales month is full of super critical, mega important things you just MUST do….then nothing is important and almost nothing on that list will get done effectively. How to I know? I’ve seen too many organisations… Continue reading Stop! Don’t Be Busy…Be Effective.
You may all have heard of ‘Hire on Skills – Fire on Attitude? Well, I’ve always found it to be very true, and even more so in recent months…. I spent some time monitoring a small sales team last year. One Business Development Manager had an identical sales pitch regardless of who he presented to,… Continue reading Hire on Skills – Fire on Attitude
Sales people are the ultimate change agents. Every single day they pick up new knowledge, fully immersed in their industry and sector they push the boundaries of what buyers can do and how buyers can use what they sell. If you really want to know what’s going on in your industry, ask a professional sales… Continue reading Has Your Business and Sales Team Jumped the Sales Divide?
Pricing is important. No-one works for the least possible return, margin is important for company growth and commission payments are important for the sales person’s sense of achievement, self-worth and self-respect. Plus, nothing breed success like success and there can be no better mark of success for a sales person than a bumper commission payment.… Continue reading Pricing – Two Quick Tips for Sales Manager to Help Increase Revenues
Picture the scene, two days to go before the end of the month, it’s easy to spot the Sales people who have hit target – they are the ones doing their expenses in work time! It’s easy to see the ones that will miss it by a miles – they called in an 7.30 am… Continue reading Things You Don’t Want to Hear Sales People Say at the End of the Month