Confucius observed, “He who learns but does not think, is lost! He who thinks but does not learn is in great danger.”
Learning and thinking are fundamentally linked. They need to be.
Let me state a working assumption, that is, people who choose to work in sales have been through a selection process to identify competencies and […]
In our culture it is basically un-American for a prospective customer or client to help a sales representative or service industry professional in the selling process, by answering the probing questions required in an effective consultative selling approach. However, many sales trainers, coaches and managers teach that to be “politically correct,” polite or to look […]
So we all hate having to make telephone appointments, it’s a pretty thankless task at the best of times, but if you learn your craft well, at least you will be out there getting appointments and making things happen. Just remember, if you sell a product worth say 5000 pounds, and it takes you 100 […]
Each product category in your store has a best seller. This product will not necessarily be the cheapest or lowest gross profit item, but it will be the favourite product purchased by your customers in that category. You can use this to your advantage if you introduce some simple management strategies…
1. Identify the best sellers […]
Have you defined what you want to happen at the conclusion of your 1st appointment? Only then can you actually set up a proficient sales methodology to achieve the defined objective more times than not. And with a pre-defined objective to your 1st appointment you can (1) set a realistic benchmark of success […]
We have all been confronted with dramatic change in the last
year. We are all confronted with new challenges. So, as a sales
professional, what do you do now?
Recognize the Positives
Recent traumatic events have caused most everyone to reassess
their priorities. Most of us have asked ourselves, “What’s
important?” This is a positive development. While we are all
inclined to […]
Salespeople have spent countless years trying to find the perfect way to sell. Unfortunately, they’ve been looking in the wrong places.
The best way to sell isn’t in a universal system or well-crafted script. The styles and methods that will produce the best results for you are the ones that YOU understand and YOU […]
When I talk about “process” in selling, I am talking about the process which begins when the dialogue starts and ends, not when the PO is signed, but when the solution is complete. I want to help you develop a method of creating and communicating your value that empowers you to control your sales and […]
Standard metrics and KPI’s (Key Performance Indicators) are created usually between The Sales Director, The Financial Director and The Managing Director. These KPI’s tell the sales teams what they should be doing. For example, ‘Your pipeline should be at least three times of your annual sales target’; ‘Your conversion ratio of opportunities to closed orders […]
The dreaded question: “What exactly does your company do?” It’s a simple question, but do you find that every time you answer it you give a different answer?
One of the first steps in positioning and branding a new company is to craft an elevator pitch. Simply put, an elevator pitch is a clear, compelling description […]