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Category Archives: Communication

How do your clients really perceive you?

Perception is reality. So what do your clients really think of you? Would you be happy with how they perceive you? Are they thinking any of the following when they think about you and your company?: ‘I’m so glad I’ve met you; my life/business is better off for knowing you.’or  ‘Oh that guy (gal), yeh […]

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Just shut up and close the sale

Sun Tzu, the an ancient Chinese military general, strategist and philosopher, said ‘Move swiftly to overcome resistance…’. In selling that is interpreted as closing when you get a buying signal. Yet how many times have we heard the story about the sales person who is so excited about their products they get caught up in […]

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Solution Selling Isn’t as Dead as Some People Thought!

Once upon a time, a long, long time ago, salespeople had a clearly defined role. They called on prospective customers, asked a lot of questions in an attempt to understand their customer’s needs, and in many instances they inadvertently helped their customers crystalise their thinking and clarify their needs. At that time salespeople controlled the […]

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B2B Field sales force to halve

What will sales teams look like over the next 5-10 years? How will we sell to and service our clients? Will our businesses actually require field sales representatives as all? With ‘Field Sales Force Numbers To Halve’ voted the sixth most important sales trend for 2012 from The 12 Sales Trends of 2012 by our […]

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Would You Listen to You?

feedback system

Many sales people, especially those new to sales, often take it personally when a prospect says ‘NO’ and fail to persist with their prospecting efforts while others turn prospecting into stalking not knowing how to engage a prospect effectively. Either way, these people are failing to favourably and persistently position themselves with prospects thus limiting […]

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Recognition or Praise?

Sales managers are being told to do more with less, to work smarter to get peak performance from their sales teams, despite increasingly limited resources. As tough as it is, there is one tool in the sales manager’s portfolio that is never in short supply – Praise! Yet for some reason, many sales managers find […]

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What’s influencing your customers’ buying decisions?

shopping cart with question mark

Product demand and brand scores are down and the reasons are tough to manage. There are a multitude of factors influencing buyers, some are within our control and many are not. Factors such as bad experiences with retailers and intermediaries, mediocre service levels, the increasing number of competitors with similar products and brands, cheaper pricing […]

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Know Thy Customer – Buyers in the Driver’s Seat

Robyn Creed our Head of Coaching hales originally from country NSW and recently spent a relaxing weekend mustering cattle on her sisters’ 11,000 acre property north of Jerilderie, in NSW. Here is her account of the cattle industry and how buyers are truly in the driver’s seat when it comes to customer buying preferences. “Over […]

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Every Sales Person Starts as an Educator

Educate and facilitate

‘Educate and Facilitate’ was voted by our readers as the fourth most important sales trend in Barrett’s 2012 Sales Trends Report. With the 21st Century ‘selling’ not being about features and benefits anymore what has taken its place? Effective selling is a journey from education to opportunity. To sell something we need to educate in […]

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Top 10 Tips when Negotiating

Everybody needs to negotiate from time to time; at work, at home, as a leader, as sales person, and as a consumer. For some it seems easy, but others view the process of negotiation as a source of conflict to be resisted and avoided if possible. Negotiation is a process and a skill that can […]

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