Sales
Prospecting, prospecting, prospecting. Get your sales mantra right
Prospecting is the oxygen that fuels the fire of sales. Now, take a deep breath and grasp the full significance of that statement! Then, stop hyperventilating at the thought of selling, and read on. Simply put, there is no business without prospecting.
Stop taking it personally! Why ‘no’ doesn’t mean the end to your sales strategy
Many salespeople, especially those new to sales, expect people to like them and want to work with them. When they’re told ‘no’ they take it personally. What can you do to deal with a big, fat ‘no’?
Top five sales mistakes to avoid in 2012
We’re already in March; sales people and business leaders have been out there selling for three months now.
Believe it or not, death of the traditional field sales force is no exaggeration
Customers prefer to browse FAQ pages online, rather than encounter in-your-face sales representatives. When needed, they quickly email enquiries or call a customer service representative. It’s predicted that field sales force teams will no longer be required in the near future. With their days numbered, why are so many industries still insisting on hiring a strong sales force?
Top entrepreneurial qualities that sales people should employ (Or, Top sales skills that entrepreneurs should employ)
You may be aware that I advocate the motto “everybody lives by selling something”. Whether you’re in sales or not you’re selling something of value, your services, skills, ideas or advice. Therefore, in sales, you don’t need to look far to get inspiration and tips for selling. If you see there is an industry or individual that is doing something great and becoming successful have a closer look at what they’re actually doing.
What buying decisions are your clients faced with?
A professional salesperson genuinely listens to customers, asks questions and works to meet their needs. They understand the “bigger picture” and the business environment and where both business and customer fit into the equation.
Do Australians suck at making sales? Take this guy’s advice and make ‘em laugh
The prevailing wisdom is that Australians are rather pathetic with art of making a sale. If so, we should see if Mr. Kenny Brooks is available for a seminar or two. He might not be the world’s greatest salesman, but he’s certainly the funniest.
Ditch the script. Sales is about questions (and conversations).
A professional sales person communicates with all different types of people. The information you relay to a client and customer should be tailored for your audience. The best way to listen to a customer or client is to ask questions and listen to the answers. So, what are the values your clients hold dear?
How to get X-Ray like vision to see what’s really happening with your salespeople
Everyone measures sales as dollars done after the cash is in the bank or after the agreement is signed but good business operators know that there is more to it than that. Looking at your sales figures is like looking at your rear view mirror to check if you’re going to have an accident ahead.
Stop trying to delight your customers; give them practical help instead
We all feel good when our customers are delighted. However, the longevity of your working relationship is not dependent forever rolling out shiny new sales and marketing services, but on how you can reduce the clients’ time spent on the basics.
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