This is our third blog aimed specifically at questioning skills for salespeople. The third in a trilogy, a bit like Lord of the Rings but without the elves. (more…)
Author: Brendan Walsh
How to Overcome Call Reluctance in Sales
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…)
How to Follow up Sales Leads – 18 easy tips
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…)
Focus on the customer
We’re currently looking to get our kitchen renovated at home and we’ve been doing the usual thing of calling into showrooms and having tradespeople around to give us quotes etc. In one particular showroom the sales assistant showed us all of their products, the styles, colours and explained all the features without asking us a single question! No focus on the customer at all!
What’s the role of the Sales Manager?
Many Sales Managers look for a magic process or formula with which to manage their sales teams. Perhaps a way in which they can manage their salespeople based purely on how their people have performed against their targets, or how they can manage them without leaving their office, so they can get on with their own ‘day job’. So, what’s the role of the sales manager? (more…)
Sales Training Case Study – Heroes Drinks Company
Even when you have the makings of a great product with a compelling story behind it, achieving your first big break isn’t easy. Far from it.
Chris Gillan had served three military tours, he’d been to places and seen things you and I are spared from. But despite the war zones he had survived, his belief in people and their humanity was undiminished. At the end of his final tour Chris took a different direction and launched ‘Heroes’ premium – a seven time filtered vodka.
Chris Gillan with Brendan at the first bottling run of Heroes for ASDA at Broxburn Bottlers in December 2016.
Principles of effective fundraising – A Sales Approach for charities.
First things first. Your charity or non-profit organisation (‘charities’) is a not for profit business, but unless you run it like a business you won’t survive. This means having effective processes and systems, bookkeeping and HR functions, amongst others. But the focus of this paper is on effective fundraising (more…)