As has been discussed in earlier articles, sales teams need to have a process to follow when presenting to new prospects to ensure more consistent closing ratios.
In my experience very few companies I have seen have taken the time to identify the most effective process for selling their products or services which brings me to [...]
Confidence is a huge issue for many salespeople.
Following on from my last article regarding order takers and their comfort zones, my focus today is around the issue of confidence. This is something that always comes up when discussing prospecting for new business.
The truth is not many salespeople feel absolutely comfortable in approaching new prospects with [...]
Every business says they have a sales process, however many of these businesses do not have a process so much as an evolved way of doing things. When asked what is working well and what is not the answers are vague at best. It is very hard to measure something that isn’t managed.
A major study [...]
In a recent article I mentioned the importance of “sharpening the saw” from a concept which Steven Covey talks about. Due to requests I have included the story below which illustrates the importance of taking time out to refresh and sharpen your selling skills.
There were two forestry workers, who were very competitive axemen, who decided [...]
Most people tell me they can sell once they get in front of a prospect, however if they don’t get the appointment they never get the opportunity to sell to anyone.
There are two parts to a sale – the first is getting the appointment, the second is everything that happens after that.
The point is if you [...]
