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’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!
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…)
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…)
Sales is all about relationship building!
A friend of mine recently went for a job interview. At the end of the interview when she asked for feedback she was told that “you don’t really have an agenda”. When she asked him to explain, he added “I’ve interviewed hundreds of people for jobs over the years, but the thing that struck me most about you is that you don’t seem to have any ulterior motives or agendas. You don’t seem to have an underlying side to you at all.” (more…)
The fact that we’re constantly blogging about price suggests to us how much it is in our minds, and psyche, as salespeople. Competing with lower priced competitors whose quality of product and service is questionable can be difficult when we as salespeople spend so much time thinking about price. (more…)