Sales

Finding and keeping quality sales people is not the easiest task for any company. Before you hire any new staff you need to first discover what motivates sales people to succeed within your organisation so that you can ensure their intentions are aligned to your company.    (Read more…)

The mistake that is most common throughout the sales industry is that, sale consultants think they know what their clients want rather than ask. By asking the right questions you will not only uncover your clients buying strategy but most importantly find out if you can deliver on what they are looking for. (Read more…)

In today’s world, time seems to be going faster than ever before. By the end of the day we look back at the ‘To Do’ list we had at the beginning of the day and see it is now longer than the one we started with. (Read more…)

It’s surprising that there are so many sales people these days selling products without first building rapport.

They are missing the first and most important step required when selling a product or service which is costing organisations heavily, with the loss of revenue and decrease in repeat business. (Read more…)

Most professionals know they must network in order to achieve long-term business success. 

I remember as far back as high school being told by my guidance counselor that I needed to “meet a lot of people and build a network.”  That was great advice back then and even better advice today. (Read more…)

The future of selling will see a new sales strategy emerging. This new strategy is called the “whole-brain” selling approach.

Anna Hoglund investigates how selling in the future will become much more professional. (Read more…)

Sell to the customer’s value expectations, not to your value propositions.

We’ve all heard the rule of listening to what the customer has to say, and there’s not a salesperson who thinks they don’t listen to the customer. Reality, however, is quite the opposite. I find time after time when I’m working with salespeople across any number of industries that the failure to listen is a huge issue. (Read more…)

Proactive, positive, consistent new business winners are the holy grail of any sales organisation. All of my clients have their own unique ways of motivating, managing and running their sales teams yet they all have problems from time keeping those teams on target and “up for it!”

In this article I am going to cover the core fundamentals of How to Develop a Proactive, New-Business Sales Team. These are the same strategies and techniques that I have used to help many of my clients explode their personal and their team’s sales. (Read more…)

How to Sell More in Less Time – By Jim Domanski

There are only 4 outcomes to any sales situation: a sale, no sale, a continuance and an advance.

The first two outcomes are easy to comprehend. But the line between continuance and advance is the line between mediocre reps and immensely successful reps. If you’re interested in reducing the sales cycle, working on better qualified leads and generating more sales, pay attention.
(Read more…)

So you’re on a train, queuing at the bank or perhaps even in a lift and you start talking to someone rather interesting. 

This person happens to be the major decision maker for a company you’d love to go after. (Read more…)