Tag: Sue Barrett

Women have many innate traits that potentially can help them rise to the highest levels in sales. They have a natural ability to really “listen” to their customers, recognise and understand others’ needs. What’s more, they are great at harnessing their emotional intelligence.

Do you cut prices, and give up your margin, because you don’t know how to say ‘no’?  If you do, it’s time you realise that it is no good for anyone — not you, your customer or the industry. 

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.

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'?

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?

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.

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.

To learn more and to be our best is often put on the back burner. It’s called continuous learning. It is what will set us apart in business. So, how do we learn more? Here are five tips to make continuous learning part of everything you do.

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?

We’ve all heard the expression “it’s not what you know, but who you know”. In today’s business world, there is more competition than ever. Networking is becoming a fundamental skill to promote your business, its expertise and ultimately its growth.

When we think of the marketing mix, the avenues of advertising, marketing and public relations normally spring to mind. It’s often difficult for many individuals and businesses to see past the television, print and radio ads, and publicity campaigns.

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.

We are taught from an early age to mind our manners and, of course, being polite and courteous is important to everyday interactions and helps us relate with others. But what about our emotions? Our emotions are extremely powerful and can often determine the end result of important life experiences.

In today’s world a good product is only one part of a sale, not the sale itself. A good salesperson is also not enough to secure a sale. Nowadays, many business people, business owners and individual professionals need to be able to make a sale but aren’t what we would traditionally call a ‘salesperson’.

When it comes to selling, the internet means that consumers are now more aware, than ever before, of the different options available. But while new information enhances the power to choose, it also increases the power to confuse.

Bold statement alert: Everybody lives by selling something. Why then do so many of us leave the sales process to chance? It’s interesting that the majority of Australian business leaders - whether from big business or the SME sector - all experience similar challenges with sales planning, sales prospecting and sales communication. Many businesses lack robust sales processes for its products, services and people - this is a big business blunder.