The natural reaction when we fail to win business, or lose an existing customer, is disappointment and frustration, perhaps even anger and resentment. But what can we do about these lost and lapsed customers? (more…)
What is it about making calls that salespeople hate? The dictionary definition of reluctance is:
‘Unwillingness or disinclination to do something’
Given that making calls is a large part of the salespersons’ job, does it mean that most salespeople are unwilling to do their job?
We think not, although we also believe that most salespeople will face call reluctance at one time or another. (more…)
Right, follow up. This is a sales tip about something that we as salespeople fail to do more often than not. Statistics tell us that 80% of sales are made between 5 and 12 contacts, yet only 10% of salespeople follow up after more than 3 contacts. So if it’s that obvious, why don’t we follow up? (more…)
We talk a lot about finding new business in these pages; we talk about sourcing your business from various areas using different methods to ensure that you don’t rely on one source. We also talk about cold calling and the importance of introducing brand new prospects that you can inject into your new business mix. But we’re often not that great at asking for referrals, are we? (more…)