Questions deliver answers. What questions deliver sales?

By / / Attitudes & Behaviours, Education in Sales, Sales Results

It is well known that questions deliver answers.  The real question in sales is ‘What questions deliver sales results?’

Asking questions and listening are at the heart of any effective selling situation.  Questioning and listening are critical; without them you have salespeople conducting monologues to an audience of bored, disengaged, frustrated customers.  Any self-respecting sales person couldn’t image not asking questions in a sales situation, yet many well intentioned salespeople still fail to sell effectively because of poor question choices.

is selling about making friends?

like me …

follow me …

tweet me …

poke me …

WHY?

Many salespeople describe themselves as ‘people …

Questions deliver answers. What questions deliver sales? Read Post »

Breaking the Chain of Ignorance – upping the pace of transformation

By / / Attitudes & Behaviours, Communication, Sales Driven Organisations, Sales Forecasting, Sales Measures - Inputs & Outputs, Success, Vision, Mission & Purpose

In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Breaking the Chain of Ignorance – upping the pace of transformation”.

It is not enough to adapt to change, we need to keep ahead of the curve and continue to transform ourselves before the change arrives – opting to stay conservative will be a riskier strategy than taking risks to transform.  But the risks don’t need to come from the unknown.  The key to …

Breaking the Chain of Ignorance – upping the pace of transformation Read Post »

Does your sales team or culture need a detox?

By / / Attitudes & Behaviours, Ethics & Values, Sales Culture, Sales Psychology, Uncategorized

It doesn’t take much to sow the seeds of discontent in business today, and the potential for creating dysfunctional, “toxic” sales teams and culture is much easier than you think. There are so many things that can and do go wrong.

We at Barrett have met and worked with a great many sales teams across all sorts of industries over the years. In all honesty, we are yet to come across the ‘perfect’ sales team. That doesn’t mean to say that there aren’t great sales teams operating out there, because they do exist, but like every great team, their greatest can ebb …

Does your sales team or culture need a detox? Read Post »

How many clients and sales are you losing out the back door?

By / / Attitudes & Behaviours, Brand & Reputation, Customer Service, Sales Culture, Sales Driven Organisations, Sales Forecasting, Sales Measures - Inputs & Outputs, Sales Pipeline

Are you aware that it is six (6) times more expensive to acquire a new client than it is to retain an existing client?

Keeping clients onboard and engaged with your business is just as important as your sales team finding new business sales with new and existing clients, however many businesses do not pay enough attention to the back end of their business leaving client retention to chance.

Have you ever mapped the whole value chain of your business and looked at where your clients engage with your company?

How many client touch points are there?

The more …

How many clients and sales are you losing out the back door? Read Post »

Delivering Real Value beyond Product & Price

By / / Attitudes & Behaviours, Brand & Reputation, Business Acumen, Competition, Sales Forecasting, Sales Measures - Inputs & Outputs, Value Proposition & Value Add

In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Delivering Real Value beyond product and price”.

For many years most of a product’s value came from the production processes that converted raw material into useful forms. Now real value is coming from supply chain logistics, partnership agreements, overall business improvements, shared innovations, technological improvements, styling features and other attributes that only people can create.

In the 21st Century the intangible is now more …

Delivering Real Value beyond Product & Price Read Post »

Are your invisible sales managers losing you sales?

By / / Attitudes & Behaviours, Sales Leadership, Sales Management, Sales Measures - Inputs & Outputs, Sales Results, Sales Skills

The number one priority for any sales manager is to lead and drive the effective sales performance of their sales team.  The only way a sales manager can achieve this is by being AVAILABLE and RESPONSIVE to his/her sales team.  What does this actually mean in real world terms?

This means getting out from behind your desk, ditching any excessive administration, leaving internal meetings and getting out in the field and working with your sales teams. If you want to drive and lift sales performance you need to be out …

Are your invisible sales managers losing you sales? Read Post »

How much valuable selling time are you wasting?

By / / Education in Sales, Sales Culture, Sales Leadership, Sales Management, Sales Motivation & Rewards, Uncategorized

When it comes to sales productivity and sales performance many companies are shortchanging themselves and, unfairly blaming their salespeople for poor sales performance results.

How can that be? Well too many businesses pay salespeople for business development and then lumber them with non-revenue, non customer oriented activities such as administration, unnecessary internal meetings, service delivery or transactional account problems.  And whilst acknowledging that these are very much a part of managing the client’s experience and classified under the sales portfolio, the haphazard manner in which these are structured does little to encourage optimal live …

How much valuable selling time are you wasting? Read Post »

Leadership in Uncertain Times

By / / Attitudes & Behaviours, Business Acumen, Education in Sales, Sales Leadership, Sales Management

In December 2012, like in the previous years, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. Throughout the year we will look into each of them a little deeper. This month we are focusing on the Sales Trend “Leadership in uncertain times”.

Extreme uncertainty is the new norm.  Living in a constant state of fear and anxiety only leads to more fear and anxiety. Research shows that highly distracted or stressed people don’t and can’t innovate and change and without purposeful leadership and reason …

Leadership in Uncertain Times Read Post »

If you’re a sales person you should be a brand leader

By / / Attitudes & Behaviours, Brand & Reputation, Marketing

In the last 40 years the concept of branding, as a means of differentiating one company or product from another, has become an important and powerful marketing tool. Enormous sums of money, and extensive executive time has been invested in developing and promoting brands, and making sure that more buyers were aware of the value that a brand had to offer.

Since then many people – particularly those in the public eye, including actors and politicians – have come to recognise the value of developing a strong brand. It wasn’t too long before some

If you’re a sales person you should be a brand leader Read Post »

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