Here’s the Smarter Selling perspective and insights for Australian Businesses on how to drive sales by building customer loyalty and trust that results in business growth. Trust is more than a ‘good feeling’, it’s that priceless moment a buyer relaxes their...
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...
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...
A New Era Cold calling once dominated the sales world. Up until the 1980s and 1990s, together with having the ‘gift of the gab,” it was the hallmark of persistence: ‘smile as you dial’, and dial, hoping a “yes” would land.Nowadays, buyers seldom answer unsolicited...
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...
A client not answering calls or returning emails can derail a sales rep. We are going to cover 3 areas of why clients may ‘go quiet’ on you. Are you adapting to clients – reading the signals? The client’s buying strategy The salesperson is too...
