It probably isn’t fair but you seldom get a second chance to make a great first impression. What we wear and how we present ourselves not only colours our attitude towards ourselves but also influences others perception of us. John T Molloy, author of Dress for Success says in almost all situations, one’s appearance makes
Here are my top tips for making the most of every sales interview and getting the most out of your referrals. Never bag the opposition – This goes without saying but we can all fall into the trap of bagging the opposition, but be aware, sometimes this can be a test from the client of
One of the most time consuming and often frustrating parts of our work day can be dealing with the multitude of emails that find their way into our Inboxes. There’s a saying that goes ” When you are answering emails you are working for someone else”. Everyone is busy and every task and request was
“To train or not to train?” – that is the question Many businesses spend thousands of dollars on marketing and advertising to generate inquiries and yet spend nothing on training their salespeople to convert these same inquiries into sales. A common misconception is that if the salesperson has great product knowledge they can make the
Recently Samsung launched their new Curve 105 inch HDTV at the Consumer Electronics Show in Las Vegas. Employed as the celebrity presenter and spokesperson was “Transformer” director Michael Bay . Unfortunately for Michael his teleprompter malfunctioned and it soon become embarrassingly obvious that he was totally unprepared and after ad-libbing for about 30 seconds he
Last time we looked at the average cost of making the sale and also the general lack of sales skills training within most businesses. This time we will examine the importance of developing the sales skills within our salespeople and how that translates into profits. During the Russo-Japanese War, the Russian Czar prepared his troops
When considering this question many of us think of activities such as marketing and advertising, operations, lead management – the list goes on. The fact is that only one activity brings money into any business and that is sales, unless of course you are a non-profit organization. There is an old saying “Nobody gets
In my last article I ranked cold calling at the bottom of the list as far as prospecting activities were concerned. This caused a number of comments which I felt needed to be addressed. I define a cold call as “calling on someone who doesn’t know you and is not expecting your call or
This is a question I always ask when meeting salespeople and sales managers. The answer I often hear is “cold calling or managing referrals from existing clients.” The next question I ask is “what processes do you have in place to maximise these opportunities?” The answer is usually “none”! Which leads me to the subject
People don’t deliberately plan to fail but often fail to plan. In sales one of the most crucial elements is a prospecting plan. A challenge for many salespeople is they do not have one and as a result spend the vast majority of their selling time with their “friendlies” (clients they get on well with),
