Category Archives: Sales Results

Create your own opportunities

Just one idea can positively transform your life, career, income and wealth. As I have written before, in uncertain times, we can let the negativity of current events and others consume us or we can continue to look for opportunity. Excessive worry, however, can often cause us to lose sight of our goals and can […]

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Persistence and the Honourable Retreat

Did you know: Over 50% of sales people give up at 1st contact if they get a ‘NO’ from the prospect never to go back to that prospect again . At the 5th contact 7% of sales people are left to speak with the prospect to see if they can do business together. At the […]

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Trust-based relationships

I typed ‘Sales’ into youtube.com the other day just to see what was on offer. I have to say that some of the initial videos displayed on the front page were very disappointing indeed, especially when it came to building trust-based relationships with clients. One well-known speaker was spruking ways to get your prospect to […]

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Making the most of Up Selling & Cross Selling

Do you sell one thing and one thing only? Probably not. I suspect your business has a range of things it can offer. And I suspect that many of these things can be integrated together to make an end-to-end solution or various combinations that lead to much larger sales. If this is the case, then […]

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Missed & Lost Sales Opportunities

Not enough new business coming? Sales drying up? Not making a satisfactory impact when in front of prospective clients? If this is happening to you, consider your sales effectiveness and your sales efforts from these two angles: Missed sales opportunities. Lost sales opportunities. If market conditions are right, and you have good products or services, […]

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Influencing vs Negotiating

It has often been said that very strong negotiation skills are critical to being a high performing sales person. However, findings from our “sales force fitness” profiling work, where we profile critical qualities for successful sales performance in many businesses, large and small, is telling a very different story. Before you invest your training dollars […]

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Selling and managing are not the same

Last week I spoke about sales burnout and the challenges many SME business owners have of being all things to all people including, usually, the main sales person and sales manager.Like many people, I have known that selling and managing are not the same thing. They are two very distinct jobs with different demands and […]

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Professional Visitor or Professional Sales Person?

I am seeing a lot of time wasted by sales staff aimlessly chatting with clients. How often are you left with the feeling that your sales people are seeing clients, but beyond the “hello” and general chat, nothing of substance is happening? I call it the phenomenon of “professional visitation”. Often the cause can be […]

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You can’t improve salespeople without improving sales management first

I am constantly appalled at the lack of effective sales management in companies these days. Not a week goes by in which I don’t see a company make the mistake of focusing exclusively on salespeople in trying to improve sales performance. Experience has shown that sales managers are even more critical than sales people for […]

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