by Phil Sayers | Jul 12, 2019 | News
So here we are… it’s mid July, the schools have broken up and you’re making those all important follow up calls and emails, only to be told by the receptionist that your hot prospect is on annual leave and not back in the office for another two weeks. Frustrating...
by Phil Sayers | Jun 10, 2019 | News, Uncategorized
“Thanks for your consideration.” In sales, those words are effectively a white flag. They signal a competitor has won the business, and it’s time for you to pack it up and head home. But before you call it a day or ask them what you did wrong,...
by Phil Sayers | May 27, 2019 | News, Uncategorized
You spend hours prospecting, researching, making calls, sending emails and posting on social media. If you have prospects who are dragging their feet or slowing a deal down, you might be working with a tyre kicker. The Cambridge Dictionary describes a tyre kicker as,...
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 | Feb 4, 2019 | News, Uncategorized
When a deal stalls, it’s tempting for the salesperson to unknowingly put themselves first. We’ve all been guilty of it at one time or another. You might repeat the close, not so subtly threaten the prospect with an expiring discount, or roll several...
