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...
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:...
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...
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...
blog, Communication, Language, Leadership, Listening, Mindset, Questions, Sales
No sales, no success – that’s the harsh reality for any business, no matter how amazing their products or services are. Yet, understanding how to ‘sell’ and what drives a sales team to perform can be complex for even the most experienced. That is, unless...
blog, Business Development, Leadership, Objections, Personality Traits, Presenting, Questions
Are your team slaves to their emails…. Is email ‘completion’ determining your happiness and achievement? During a recent survey I wanted to know what the most pressing challenges leaders are facing. Alongside the normal list of suspects (like my team being motivated,...
