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Are Your Sales People up for the Challenge?
Take my free 20 question test and see how many of your salespeople can really sell, or if they are costing you money. The "Are You Salespeople Up For the Challenge" TestRecent Comments
- Andrew Haddleton on Sales Skills- The Secret that Removes the Stress of Selling
- garry klajman on A sales management technique that doubles productivity
- Paul O'Donohue on Learning Sales – Self Leadership – Part 1 – How truly productive are you?
- Michele Prigge on 2 Key Elements Of Successful Cold Calling
- Garry Klajman on Sales Management: 2 Steps for Sales Managers to Get Their Boss’s Attention
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Tag Archives: Prospecting
Selling with Social Networking – Sales Success with LinkedIn
Today more and more business and sales professionals are using social networks to build relationships, meet new contacts, and market themselves. In today’s podcast I interview Raz Chorev, the author of the book the 8 STEPS TO SUCCESS WITH LINKED IN, who is a social media expert living here in Sydney. Raz’s particulart experise is in using Liked In and I finally caught up with him to ask him what all the hype was about and how to use linked in to drive sales. Here’s how…. [audio=http://isegail.dl.hipcast.com/deluge/4d1417d5-6246-6e7b-03b9-11a7aa5c6e09.mp3,,download]
Effective Sales Process – Part 5
A well thought out and manageable sales process is simply a way of mapping out and testing all the steps, actions, tools and skills required to take a sale from qualifying the opportunity to closing, follow-up and service. Read more
Sales management Strategies – Sell value to your customers
Sales Management Strategies: How to sell value that your customers will pay for. Why does your sales team lose sales to “lower price” competitors? There is a wonderful quote by Mack Hannan, author of Consultative Selling who expresses this concept so succinctly, he says, “Unless you know your value all you can sell is your cost- If you cannot price your value all you can price is your cost!” Essentially what Hannan is saying is that when your sales people focus on what goes into your products and services, all the features, benefits, and performance outcomes, (what your product/service does), … Read more
Posted in Prospecting, Sales Leadership, Sales Process, Selling Skills
Tagged personal skills, Prospecting, Sales Process, selling
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Sales management – A Powerful Tactic for Rapidly Determining a Prospect’s Needs
Sales Management Tactics for Customer-Centric Selling Here’s a question for you…how do you avoid a premature presentation before you’ve been able to clearly identify a prospect’s needs? Three times in the last 10 days I have been asked by different clients to help them with the following dilemma. See if it resonates for you and your sales team. Let’s say that you finally get the appointment. You finally get in to see that prospect you’ve been hunting down for months. After some friendly chit chat and rapport building it’s time to get down to business and you now move into … Read more
Learning Sales -How to avoid the ‘Not Right Now’ response
Learning Sales – How to Handle a “Not Right Now” Response Quality versus quantity is the key to selling in tough times! The number one question I am being asked at the moment can be summarised as, “With the tightening up of money, all we seem to hear from our clients and prospects are variations of “NOT RIGHT NOW!” How are we supposed to sell in this current economic climate? One of the most effective means of solving this “not right now” problem is to go deep rather than wide! Go Deep Rather Than Wide Most business owners, CSOs (Chief … Read more