by Phil Sayers | Apr 29, 2019 | News, Uncategorized
Just because certain sales productivity practices are commonly accepted doesn’t mean they’re correct. Sales is a high-pressure, results-driven role which is why so much emphasis is placed on sales productivity. From sales executives down to entry-level sales reps,...
by Phil Sayers | Apr 23, 2019 | News, Uncategorized
Today’s salespeople need to know more about their prospects before making contact than ever before. And, the bigger your customer, the more likely it is that they’ll need to get to know someone other than just the decision maker. When I started my sales...
by Phil Sayers | Apr 15, 2019 | News, Uncategorized
Let’s be honest….. Most sales people talk too much. Sometimes it’s caused by nerves, sometime it’s outright fear, other times it’s down to inexperience, or just the belief that if they stop talking the prospect will say “Not interested” and hang up. Often, when I...
by Phil Sayers | Apr 8, 2019 | News, Uncategorized
Anyone who’s undertaken even the most basic of sales training understands the importance of using open questions at the start of the sales process; they’re used to explore the challenges that a prospect may be facing and encourage them to open up and talk about their...
by Phil Sayers | Apr 1, 2019 | News, Uncategorized
Have you ever walked out of a sales call or ended a phone call, only to realise that you’ve forgotten to ask them something crucial about what comes next in the sales conversation? Worse still, have you left your prospect’s office or ended the call without even...