Are swans wasting your opportunities?
My fellow BNI director Brian Noble (Achievement Discoveries) came up with a great quote the other day. He said: “Don’t waste time developing the swan when you should be selling the duck”.
Brian was referring to the fact that many of us spend too much time fine-tuning and building-up a product or [...]
In my last article we looked at the opening of the sale and the need to set the agenda for the meeting. This sets the scene.
To recap –
An agenda might look something like this:
• A brief statement about the purpose of the meeting and the likely outcome
• A value statement about our company and service/product (25 words [...]
Today we will look at how we bridge the gap between introduction and uncovering the buyer’s need, which of course is the primary aim of the sales interview. If we are to be able to add any value through our solutions a way to do this is to set an agenda.
By setting an agenda at [...]
Today I would like to drive home the importance of having a sales process for maximizing your sales results and increasing sales revenue.
This is the first part, having a process; however the most important step is training the salespeople in this process.
Many companies when looking at their sales teams subscribe to the old syndrome “if [...]
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 [...]
