A common mistake that a lot of salespeople make is to rush the sale. There are a few reasons I can think of that would make a salesperson rush a sale and none of them are good. A sale has timing. As you get more familiar with your business, the sales process, and typical lead… Continue reading Rushing the Close
In Part one of “Regular Account Reviews” I said a regular account review is a great way to keep in touch with your regular customers and let them know you are interested in their well-being. It’s also a great way to keep abreast of new developments at your accounts. You need to be aware of… Continue reading Regular Account Reviews – Part Two
Your people are your asset. And you heavily invest in them. Lately, you’ve been thinking about introducing a corporate skill training program to up skill your people so that they can turn out a lot more competitive and productive than they are today. But the problem is that you’ve no idea how to pick a… Continue reading How to Select a Training Company (You Need Just 4 Tips)
Whenever any of your guests ask your team to take special occasion pictures don’t let them just take the picture and walk away anonymously! Train your staff to get the most mileage out of every engagement opportunity. Your server should say, “Absolutely! But… lets do one picture your way and one mine OK?” 100% of… Continue reading Got Ketchup? Then You Never Have To Advertise Again!
“So why doesn’t that prospect buy from me?” Short answer: It’s too comfortable for them not to. There’s always a temptation to stick to what you know. The same breakfast, the same holiday destination, the same terrible broadband supplier. For many prospects, whatever their experience with an unreliable incumbent or an ageing product, they have… Continue reading Why Pain Should Be a Salesperson’s Best Friend
We’ve been talking about pain a lot in our recent blogs, which leads us naturally to, talking about Sandler’s Pain Funnel. But, I’d like to tell you a quick story first: It’s 5:30 in the afternoon on a beautiful summer day. Mom hears little five-year-old Jimmy charging up the back porch. He tears open the… Continue reading Guiding Prospects Successfully Through the Pain Funnel
Sales call reluctance is responsible for why 80% of salespeople fail in their first year; it accounts for 50% of failures in the sales profession and 40% of people who have been in sales for most of their careers think about leaving because they feel call reluctance. These figures are of great concern. One can… Continue reading Sales Call Reluctance and How to Beat It
One of the chief elements to closing business using the Sandler System is to uncover your prospect’s pain and make them re-live it. Most people buy emotionally, so getting your customer to emotionally re-live his or her pain is a sure-fire way to get them to buy your product or service to relieve their pain.… Continue reading Great Tools for Uncovering Pain
Most of the organisations think it to be an unnecessary expense when it comes to training. However, the fact is that sales training programs can help your organisation make great benefits. Such programs will be invaluable for your both you employees and business. To get maximum ROI, you can invest in some better courses from… Continue reading Why Is Sales Training Important for Your Business?