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?:
Good relationships take time and effort to build and create something really valuable …
How do your clients really perceive you? Read Post »
Prospecting is the oxygen that fuels the sales fire. It is the ignition point that allows us to get in front of prospective buyers. Great sales people like great athletes do not leave prospecting to chance. They make sure that making prospecting sales calls features regularly in their weekly sales activities. Many experienced sales people make sure they do two or three 2 hour blocks of prospecting every week: calling on both new and existing accounts looking for new business opportunities. By doing this they make sure that they always have viable, …
100m Prospecting Sprint. On your marks. Get set. Prospect! Read Post »
Do you experience difficulties asserting yourself with others in a sales context? Is maintaining positive relationships with clients so important to you that you are concerned these relationships may be damaged if you are perceived as pushy or intrusive? Do you hesitate to prospect, sell or self promote due to a reflexive fear of being considered too pushy, intrusive, or selfish? If you recognise any of these behaviours you might just be suffering from the debilitating behavioural issue known as ‘yielding’ which affects many sales people and keeps them from earning what they are worth. …
8 Top Tips To Stop Yielding and Start Earning Read Post »
A good sales proposal demonstrates real value; a quote just offers a price. Many sales people are required to produce a proposal or quote after an initial meeting with a client or prospect. This is a critical part of the sales process. Many sales people however, loathe producing proposals and consider it a chore believing they don’t get maximum value or return from their efforts. Often reduced to quoting prices or at worst just a ‘find and replace’ to change the client company name, sales people can do a lot better for themselves as well …
5 top tips on how to produce a winning sales proposal Read Post »
Do you leave your sales results to chance? Well you might be if you are like most businesses that are too fixated on Sales Results – the Outcomes. Managing by numbers, sales managers can get blinded by measuring the number of sales made and revenue and profit margins achieved rather than focusing on the vital activities that produce these outcomes in the first place- The Sales Inputs.
Every outcome is the result of its inputs. Every effect has its corresponding cause(s).
Consider the following questions:
Why we should coach, manage & measure Sales Inputs rather than Sales Results Read Post »
Prospecting is considered one of the most daunting jobs in selling. Many people in sales or other roles charged with developing new business, especially with new prospects, find the task of prospecting anxiety provoking and tend to put off the prospecting task in favour of more desirable or less frightening tasks. Yet in their desire to escape prospecting they inadvertently set themselves up for greater issues in the future.
Prospecting is the oxygen that fuels the fire of sales. Prospecting involves a series of sequential activities designed to:
Prospecting is therefore a step-by-step process for identifying …
Like exercise, prospect a little each day and stay sales fit Read Post »
With social networking sites and the plethora of online data available, 2011 presents us with better quality prospecting and more qualified prospects. ‘Prospecting and Social Media’ was voted as the Number 4 Sales Trends for 2011. Business networking sites such as LinkedIn and Plaxo, and the emergence of Facebook and Twitter as business destinations, give the discerning business or sales person access to quality data where they can research key contacts with an organisation, as well as business activity. Then, when appropriate, they can use this data to make professional connections.
Smart business leaders and sales people are using social networking …
Exceptional Prospecting and Social Media Read Post »
When we meet with leaders to discuss their sales challenges in achieving sales effectiveness we find that the source of their problems often stem from three key areas: sales planning, sales prospecting and effective sales communication with clients.
Whatever our vocation, we all need to make contact with and communicate effectively to secure the ongoing custom of members, supporters, sponsors or clients to make a living. Yet too many people still leave selling to chance. They do not have a robust sales process in place that works for them …
What are the 3 Sales Essentials that make for effective selling? Read Post »
If you or anyone in your team is struggling to open a client meeting effectively or if you feel awkward and lost for words, and your client or prospect is shifting in their seat, then you need an agenda.
One of the best ways you can kick off a client meeting is with an agenda. An agenda guides you, keeps you and your client on track and lets everyone know what the client meeting is about. Does this mean you stick to the agenda all the way? Well, probably not, because with any agenda things can change.
However, beginning with a clear …
Setting the sales agenda Read Post »
If so, chances are you are having a sales monologue and not a sales dialogue with your customers – you are nothing more than a ‘talking’ brochure and are wasting yours and your client’s time.
We all know what it is like …
Having a sales monologue instead of sales dialogue with your customers? Read Post »