Instead of waiting for an opening to refer a member in your chapter, why not deliberately set out to create those opportunities on their behalf?
Let me explain.
I have a client who has a very strong sales programme, but the company’s marketing is a bit thin on the ground.
I was brought on board when the sales [...]
What do you think about most?
Take a moment to list what most dominates your thoughts…
I ask this question, because in the words of The Roman emperor Marcus Aurelius: “A man’s life is what his thoughts make of it”.
If our thinking is dominated by ‘how swamped with work we are’, we will live life overwhelmed. If [...]
We have looked at the different type of buyers you are likely to encounter and more importantly their specific needs you will have to address with your solution with each type of buyer.
The next of the big five obstacles is “No Money”.
Unfortunately for many of us in sales the majority of prospects we meet do [...]
Professional associations, or knowledge networks, have been around longer than almost any other kind of group, from the medieval guilds to crafts associations to today’s professional groups and industry associations. The primary purpose is for the exchange of information and ideas, whether intraindustry or interindustry.
Some of these groups limit membership to their own industry, but quite a [...]
Following on from the last time when we looked at the introduction phase of the sales interview.
Today I would like to focus on uncovering the buyer’s needs through the use of structured questioning.
For many salespeople who deal mainly with enquiries coming in this seems rather straight forward i.e. the buyer states the need, asks for [...]
