You’re just sitting down to dinner, the phone rings, hopefully not another telesales call! You were looking forward to the opportunity to relax. Everything in you wants to ignore it, but the persistent ringing is worse than pretending you can ignore it. You decide to answer because then you can stop the annoying calls. We’ve [...]
1. Build solid sales relationships at all levels of the hierarchy There are many challenges involved in moving a sale forward, many of which can be resolved by correctly interpreting signs in the environment. The more contacts you are able to make at the top of a company’s hierarchy the stronger your position will become. [...]
Determine customer needs Why, at the very start of any sales situation is it so important to determine your customer’s needs? Having successfully made the initial customer contact and therefore met one of the most challenging aspects of selling, what is the next priority? It is difficult to predict the exact path that the sales [...]
For success in sales learn all you can about your customer Following a recent consultative selling workshop about developing sales partnerships with clients, I was struck by what one of the sales executives said to me when I ran into him at his offices the following day. “How is it?” he asked “That you seem to [...]
We inspire others by our sincerity and how we behave. Being an inspirational leader is not about charisma or power but about sincerity, your belief in what you are doing and in the people you are asking to help you. When people listened to Hitler, a leader with immense power and charisma, they really believed [...]
Why persuasion is an important sales strategy tool. Sun Tzu was a great advocate of the power of persuasion, an important element in any sales situation. Customers buy from us to help them achieve their business objectives. Often this means that they need to be persuaded to accept new ideas or to do things differently. [...]
1. Create a compelling message, why you do what you do. My last blog discussed the idea that the corner stone of a successful sales and marketing message is being able to define what your business represents. This blog explores this further, why it is important to define not just what you do but why [...]
‘Why, How, What’- inspire others to follow you. Have you ever thought when explaining what you do, why you get little response? Most of us, most organizations, when asked what we do, explain things in a prescribed order. We explain what we do; how we do it, but rarely articulate why we do what we do. Why [...]
Selling is all about competing for business The need to develop solid sales skills and a clearly defined sales strategy has never been more imperative than in today’s highly competitive marketplace. Most of our customers or prospects are probably already talking to, or considering, an alternative supplier to our solutions. Sales people have to be prepared to compete for [...]
The clients that work with us on an ongoing basis, do so not just because our solutions have met their needs, but because of the trusted, sales partnership relationship we have established. Wikipedia defines ‘partnership’ as follows: “A partnership is an arrangement where parties agree to cooperate to advance their mutual interests.” The critical point here is [...]
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