How often do we hear it?
‘Sorry you missed out on price’ ‘We’re going with a cheaper supplier’ ‘We can’t justify the extra spend’ ‘We don’t have the budget’ (more…)
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.
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…)