Today it is the case that most business people are quite busy most of the day. Some of the day will be wasted on things that really don’t matter, whilst at other times there will be some really important things that just have to be done. If the equation is not carefully managed, stress and ...…
When it comes to working or leading a sales team today, you need a balance of sales professionals to drive your market share and build the opportunity. There are essentially two different types of salespeople in most businesses; one type is quite dominant, whilst the other is relationship orientated. They both serve the business well; ...…
One of the biggest problems in sales today is the fear factor. It holds back many a salesperson from getting on with the job and creating results. Top salespeople deal with the problem; others struggle. Fear of the process comes in many forms. Here are some well-known stoppage points for salespeople: Not getting sufficient focus ...…
Sales teams today should remember the high value of asking the right questions when touching base with new clients and prospects. In saying that, it is the concept of ‘drilling down’ on information that is most important. Meaningful information is the key; attempting to understand the client in all respects is really important today. Have ...…
The sales pitch or presentation process can be far more productive when you set yourself some clear rules. Many salespeople are unprepared for what the client may say or push for. Rules keep you to the process at hand and the way in which you really want to take the business on. Consider the following ...…
In business today, it is very much the case that performance should be regulated in many different ways within a company and within a business unit. Performance can relate to a number of things including: Financial Customers Sales Service Repeat business This would then suggest that the performance measures and benchmarks should be carefully considered ...…
Prospects and clients expect us to present our services or products professionally and clearly. When they ask us to present, they want the facts and the all the information. It is almost like being the centre of a commercial. For this reason it pays for you to have a well-honed and practiced method of presenting ...…
Today there is a real importance and skill in professional selling. Our professional skills are not so much about the process of selling but about the process of relationships. Those relationships that we have with our clients and prospects are really important to the future of our business. When the very first contact, those relationships ...…
What happens when opportunities change and the market shifts and slows? Most ordinary business people start the ‘blame game’. It is remarkable just how many people will use this practice as a support tool in a downturn. Any excuse will do, and it is usually grabbed as a reason for the deals slowing or the ...…
The alignment of your cold calling and prospecting to your target market will help you build more opportunities. Far too many calls are made with little preparation and research today. Consider these questions. Who are your best prospects? What are they looking for today? How can you add value to their situation? How seasonal is ...…
In business and in life you have choices. Every day an abundance of choices exist. Most people make the easy choices and take the easy road. Unfortunately many of the good things that we want in life are not all that easy. They take persistence and focus. In this moment in time consider what will ...…
Persistence is the essential factor in the procedure of transmuting desire into its monetary equivalent. The basis and foundation of persistence is the power of will. We have this great tool available to us and it awaits our full usage. Will-power and desire, when properly combined, make an irresistible pair. Men who accumulate great fortunes ...…
Sometimes we love change and sometimes we hate it. Regardless, it always takes a little bit of courage to leave something familiar and try something new. Why is change difficult for most of us? Because change necessitates that we move out of our comfort zones. Since our protective mind’s job is survival, it will always ...…
In professional selling, the key to success is largely between the ears of the salesperson; most particularly it is the way that the salesperson thinks and maintains focus. As simple as the process seems, it is largely overlooked by many salespeople. Random thinking brings random results. Focused thinking brings focused results. Here is an important ...…
When you work in sales in any industry, there will be one thing that stands out as the most important thing that you should do above everything else. It will be the thing that helps build your business and strengthen your sales. So what is that thing? Could it be any of the following? ...…
Let’s say that you have to find a new salesperson for the sales team. Do you know the type of person that you are looking for? Have you set some clear ‘must have’ criteria on the selection of the right person? There are ‘salespeople’ and then there are ‘key account salespeople’. Do not confuse the ...…
John Highman, Coach, Author, Professional Speaker
