We’re all salespeople! We have to motivate, influence and persuade others in order to achieve things together. It gets even more complicated if there are multiple parties involved so we need to be really considered when delivering feedback. Continue reading Impact of Negative Feedback
Following on from my recent blog The Most Important Part of a Sales Call! I thought I’d share an exercise I did today with a sales team.
The team members had the following objectives:
> How do we come up with more varied opening statements/ reasons to call? Continue reading Getting the Most Out of the Most Important Part of a Sales Call!
One of the most valuable lessons in sales was taught to me by one of my colleagues in the early part of our sales careers. Every evening as our team was shutting their computers down and getting ready to leave to go home or maybe the Pub, he’d do something different to the rest of us. He’d always say “I’m just going to do one more!” Continue reading One More!
I recently completed a 6 month sales training & coaching project with a new client. And just like in an earlier example: “11th Hour Sales Dilemna!” it was very nearly jeopardised.
I had been in a bake off for the business with 2 other prospective sales training consultancies. I got the go Continue reading The Competition Rule
One of my fillings fell out recently. I should get it sorted out quickly but I haven’t yet. The thing is I can actually feel the hole during the day acting like a continual reminder.
I’m fortunate to not be scared of the Dentist, my Dentist is great. You can even get a freshly ground coffee in reception while you are waiting if you like. Continue reading What a Pain!
Is picking up the phone an annoying interruption to the recipient’s day? Call with a compelling reason, something to genuinely help- and it won’t be!
Our competitors are not our competition, the true competition is for our clients and prospects to choose to do nothing, ask questions about why they might choose that option! Continue reading Top 10 Sales Tips
I was recently asked to help a Sales Manager support the performance of his team. The initial part of the process was that we reviewed his team members’ individual payoffs. We used the approach described in a previous blog: Understanding Payoffs. Continue reading Email vs Face to Face
Here’s a great way to get traction with run rate for a sales team with weekly sales/ activity targets.
Do you ever have weeks where you need to pile in 60% or more of the result in the last 2 days- the classic catch up scenario? That’s OK if you achieve it/ surpass it by close of business on the Friday but what about the weeks where you/ your team fall short? Continue reading How to Incentivise Sales Staff
“Well done, you’ve passed the certification. Get on the phone and get yourself some appointments.”
That was the advice from my Area Manager in my first sales job. I was a commission only Financial Consultant working for a Life company at the tender age of 21. Continue reading How to Sell More
I was recently asked by a friend of mine if giving away information is a mistake. My answer is…no way!
This is something that I do on a regular basis. I not only give potential clients lots of advice before I even get the work, but people I meet through networking or colleagues that ask for advice. Continue reading Don’t Be Afraid To Give Free Advice