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
Confidence is a huge issue for many salespeople. Following on from my last article regarding order takers and their comfort zones, my focus today is around the issue of confidence. This is something that always comes up when discussing prospecting for new business. The truth is not many salespeople feel absolutely comfortable in approaching new
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
As we discussed in the last article, having a sales process for you and your team to follow has the biggest impact on the profitability of your business. I was having a coffee with a very successful business coach recently and he commented that the greatest threat to the many businesses he had coached over
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
