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Breaking up is hard to do

Breaking up is hard to do

They don’t respond to your quotation, they don’t answer emails, they don’t take or return your calls. They just leave you hanging in limbo and your boss is on your back asking when that sale you were so confident about is going to close. Equally frustrating are those prospects that just say “maybe” and don’t seem to be able to make a decision, one way or another.

What Buyers Expect From Sales People

What Buyers Expect From Sales People

The days of simply cold calling from a purchased data list or (for those of “a certain age”) the Yellow Pages are long gone. Modern sales people need to be smarter, better educated and prepared to think outside of the basic features and benefits of their product or service.

4 Keys to Asking Better Questions

4 Keys to Asking Better Questions

Every successful sales person understands that asking the right questions is critical to making a sale, and yet, many of us don’t ask enough questions, and consequently miss potential sales opportunities, form strong relationships and excel as a sales person.

Not all Prospects are Equal

Not all Prospects are Equal

It amazes me even now how often I ask the businesses I work with “Who is your ideal customer?” and the answer is, “Anyone who will buy from me!”

Most sales people have experienced a bad customer. You invest huge amounts of your time working with them, provide the best service you can and yet despite all this, they’re never happy.

Top 3 challenges facing B2B sales teams

Top 3 challenges facing B2B sales teams

Considering that much of a buyer’s journey takes place without his or her knowledge, salespeople have to overcome a range of challenges, regardless of their industry. Competition is fierce, and organisations are finding that their salespeople are unable to tell a compelling enough value story to set themselves apart.

Effective Selling Is A Marathon, Not A Sprint

Effective Selling Is A Marathon, Not A Sprint

I used to be a regular runner…. A slow one, but a regular one. Sadly advice from my orthopaedic surgeon has now put a stop to my running so now it’s been replaced by cycling and visits to the gym. I use physical exercise as a way of keeping fit and healthy, and because it’s a way of mentally switching off, recharging the batteries and thinking about problems I’m trying to solve. Some of my best ideas have occurred to me when I’m exercising.