Some sales skills are transportable…

On Friday night we had the honour and pleasure of being hosted by Air Vice-Marshal Ross Paterson, Air Officer Scotland, at 603 Royal Auxiliary Air Force Squadron Headquarters in Edinburgh, then at the Royal Edinburgh Military Tattoo, and again afterwards at 603 Squadron.  I was invited in my capacity of Non-Executive Director of Heroes Drinks Company and I was accompanied by my partner Susan Mallinder.

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Call Reluctance

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…)

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Follow up

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…)

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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!

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