Sales Techniques

“I can only give you about ten minutes” Have you ever run up against that one? If you have you may well have run into difficulty.

Most sales people under time pressure tend to “pitch”. The trouble is that those that do so are more likely to turn the buyer “off” than “on”. Most people are well able to talk themselves into buying from us if we handle it right.
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Set-up a 2 step lead machine and you can say goodbye to cold calling while generating all of the qualified, permission based leads you can handle.

The basic idea behind the 2 step technique is to create one or more valuable reports, workshops, evaluations, trial products, checklists, newsletters, courses or tip sheets.
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Timely Advice For Today’s Sales Professionals

If you’re in sales, you have probably encountered this scenario. You’re trying to convince a potential customer that your great products or services will solve their most pressing problems. To prove the point, you explain precisely how your solution will work. Mr. Potential Customer listens carefully, asks many questions and takes copious notes. (Read more…)

Until very recently, no one even mentioned the spending power of the Chinese consumer.  The cheap manufactured goods and cheap labour captivated the attention of businessmen all over the world, the human
rights issues and government issues troubled politicians, but now we must tailor our products to a new phenomenon – The Chinese Consumer.

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Fans of The Apprentice (shown on BBC2) who are professionally involved in sales will have been struck by how much emphasis was made on sales ability throughout the different tasks which were set.

For those who missed this entertaining and compelling series, each week 14 business wannabes were put through various team tests which ranged from selling bunches of flowers for a profit to designing a children’s toy. Unlike other reality TV shows, the voting-out was not left to viewers but to Sir Alan Sugar who would make careful observations before barking the now famous words “You’re fired.” An additional edge to the suspense was when individuals were asked to identify the weakest link in their team.

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It is not surprising that so many sales reps complain about not having their voicemail messages returned. Judging by the dozen or so voice mails I have received from sales people over the past couple of weeks the reason is obvious: they are rubbish!

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In this article, we explore the skills and strategies, which help to win major sales we examine the issues arising in the evaluation of options phase of the Buying Cycle.

This is one of the most misunderstood stages of the sale where all too often sellers simply submit a proposal and hope for the best. Yet this should be one of the most active parts of the sale since the buyer is evaluating the options available and short-listing those suppliers, which seem to offer the best fit, in terms of meeting their needs and selection criteria.

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