The biggest barrier to getting business is overcoming objections. Perception is, if there were no objections, everyone would be readily on board.Objections are a fact of life in sales. So there is always a lot of heat around the topic of Handling Objections. Let’s...
There are a multitude of reasons why salespeople are not managing to sell.For reasons that can range from the obvious to the (in most part) unconsciousness.Common ‘obvious’ reasons include: They don’t really know what they are selling. They know what they are selling...
The Winning Sales Formula: Combing Expertise, Recommendation and Customer Service Excellence Is Being an Expert Enough? I love being a customer, I do.I enjoy observing how salespeople approach and ‘treat’ me. Do they seek to explore my situation, understand and listen...
Maximising your teams’ conference presence Top line – why are we attending a conference?As a delegate or to host a trade stand?What’s the conference attendance purpose? Either way, your company has likely chosen to invest in you attending a conference to...
How many times should I ‘follow up’? Naturally, as salespeople, we want the business to come in. Maybe your solution can’t be tied up on the spot, so you may need to follow up with the client. As part of your follow up, do you spend time carefully...
When I first started in sales it was clear, we were ‘pushing’ a product (service or solution). Now, assuming you have done the sales process it should be a ‘pull’ – meaning the clients pulls the business of you. They want what you have. You are aligned. They...
