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Follow Up

Follow Up

blog, Body Language, Business Development, Communication, Customer Service, Language, Listening, Mindset, Objections, Presenting, Questions, Sales, Telephone skills, Value, Video Conferencing

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...
Pull the sale towards you

Pull the sale towards you

blog, Business Development, Communication, Language, Listening, Mindset, Objections, Presenting, Questions, Sales, Value

Have you ever considered you might be the one delaying the sale? Think about some different meeting scenarios for a moment. You confirm an appointment with a potential client, Jack. The meeting is scheduled for next Thursday at 2 pm, and you will see three people:...
Conferences

Conferences

blog, Body Language, Business Development, Communication, Customer Service, Language, Listening, Mindset, Objections, Presenting, Questions, Sales, Telephone skills, Value, Video Conferencing

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...
Selling Past the Finishing Line 

Selling Past the Finishing Line 

blog, Communication, Language, Leadership, Listening, Mindset, Questions, Sales

Sometimes I find myself with salespeople who don’t stop selling, and what I mean by that is; they’ve understood the client, the client has decided to come on board, and the rep has not stopped selling. We call this “Selling Past the Finishing...
The evolution from ‘Pushing’ to ‘Pulling’

The evolution from ‘Pushing’ to ‘Pulling’

blog, Business Development, Communication, Customer Service, Language, Leadership, Manager, Motivate, Performance, Sales

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...
Are your sales people driving growth or is the customer finding you?

Are your sales people driving growth or is the customer finding you?

blog, Business Development, Communication, Customer Service, Language, Leadership, Manager, Motivate, Performance, Sales

Frankly, who is seeking whom? The dynamics of client-vendor relationships have changed dramatically throughout time in the field of sales. The change in how clients contact potential vendors is an important component of this progression. There has been a noticeable...
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