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
At the January workshop, the question was posed to the group - How do we double our sales income in 2009. The results follow: 1. Invest in training (see me)2. Join BNI (Business Referral Group)3. Have a goal – plan and strategy4. Make more time – measure-measure-measure5. Self appraisal (post presentation – what did I
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
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
Last time we began to look at the need for salespeople to become more professional in their approach to selling. Gone are the days when, as one famous commentator put it “all you had to do was show up to make a sale”. If you do this in today’s selling environment you are not in
Over the last few months we have been looking at the importance of developing a great presentation through preparation, planning, developing a great questioning process and how to ask for the business. All this theory sounds good however the challenge for many salespeople is they believe because they have been in sales for many years
We have been looking at why asking the right questions is so important in the sales process - well here's a question for you. How can you tell what your prospects are actually thinking? The answer is simple - ask them good questions and they will give you all the information you need to help
Following on from last time we are looking at the importance of developing questions. Many of us feel the need to build credibility and trust through telling the prospect all about what we have done and what great companies we work for however asking the right questions achieves the same goal. It is most important
This week's article brings us back to the subject of questioning. Did you enjoy the last dinner you had out with friends? You are probably wondering what that question has to do with sales. Bear with me a moment, and answer the question. Now, pause a moment and think about what you did when you
Last time we were looking at why we need to develop good questioning processes. I want to explore this subject more, however let's look at why it is so important to follow a questioning process in your sales presentation. We know that following a process will increase your closing ratio and will therefore reduce the
