Many businesses delay training of any sort as they see it as a burden not an investment, it’s just something they have to do. But consider that sales is the only function of your business that actually brings in an income. I was speaking with a colleague the other day who was deciding if
I was with a client the other day and they mentioned a conversation they recently had with a prospect. After a warm referral they made the initial phone contact, and a few minutes into the call the prospect asked the dreaded question “Can you give me a price? My current provider charges $$$ what can
“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
I hope everyone had an amazing Christmas and New Year’s break, it’s crazy to think we are already one month into 2016. With that in mind, I wanted to write about one facet of something that many of us have a challenge with. I’m talking about prospecting and more specifically, referrals. Let’s start the
In Herman Melville’s eponymous 1851 novel “Moby Dick” the crew of the Pequod seek out the mysterious and legendary white whale Moby Dick. I was thinking about the novel and how it relates to business and it got me thinking. The crew of the Pequod are driven and in a sense kept alive in
It’s an age old adage that never seems to be shaken off. The idea of the ‘gift of the gab’ salesperson. It conjures up images of the sleazy car salesman with a polyester suit, and slick back hair who applies pressure and coercion in order to get his next commission cheque. Fortunately for us in
Winter is pretty tough; it can be cold and bleak. Unfortunately, for a lot of businesses winter correlates with a slump in trade. Often we accept this as part in parcel of being a business owner and as a result fail to plan for this time of year. A wise person once said the best
Many businesses delay sales training as other systems and budgeting demands take priority. These delays come at a cost as sales are the only function in any business, with the exception of not for profit type businesses that bring in income. You can have the best products in the world but unless somebody actually makes
We’ve all been there, you walk out of a sales interview that was almost across the line and wonder to yourself, what could I have done differently that would have made for a different outcome. Luckily as humans most of us learn from our mistakes and with that in mind here are five easily avoidable
As business people many of us see networking as something you just have to do. It means we can tick the box to say that we have been out and about drumming up contacts for future business. However it is vitally important to make the most of your time at networking and referral group
