While setting appointments over the telephone seems to be becoming increasingly difficult, the need and importance of being able to pick up the phone and set quality appointments remains high. Yes, there are now many alternative prospecting avenues available […]
Ever wondered about the intricacies behind how to make a product to sell, and equally then, how to sell a product to a customer? When you think of a salesperson, what immediately springs to mind? Is it the old ‘snake-oil’ […]
Many salespeople have nightmares when trying to present solutions to their prospects because they perceive their competitors are stronger than them in certain areas, or their prices are higher and they are convinced the buyers will always go for […]
One of our clients approached us recently and said “I need you to run a motivation session for our sales team. Their figures are down and I want you to give them a boost”. We discussed the situation with him, […]
Have you ever had that feeling when you’re talking to a prospect that the person isn’t who they say they are? By that, of course I don’t mean they are an impostor! No, but maybe they are claiming to have […]
Sometimes, even the words ‘cold call’ can send shivers down salespeople’s’ spines. The very thought of picking up the phone or writing an email to a prospect who has never heard of you or knows little about your products […]
According to Charles Darwins’ Origin of Species, “It is not the most intellectual of the species that survives; it is not the strongest that survives; but the species that survives is the one that is able best to adapt and adjust […]
Trying to get your prospect to interact with you can often be a frustrating nightmare. Making a call that is interrupting their day, especially when it sounds like a typical sales call, can be the quickest way to get a […]
Yes, it’s that old chestnut again: the age-old-how-can-I-get-rid-of-this-pesky-salesperson answer. Most prospects will use this simply to get rid of you and if you take it on face value, you might feel there might be a chance in six months’ time. […]
We had an enquiry last month from a sales manager who asked us to work with his sales team for half-a-day on closing techniques. He said his team was good at relationship-building but when it came to the close, they […]
You’re all ready to go. You’ve got all your leads for the day prepared and lined up in front of you. You have all your rebuttals ready, and you have rehearsed your main talking points. You’re ready to begin […]
It’s really quite simple when you consider it: customers become customers if you solve a business problem or create an opportunity for them. That’s basically it, really. But so many salespeople think that just regurgitating a whole brochure-load of facts […]
If you still view gatekeepers as annoying, low-level, annoying pawns whose mission in life is to do nothing but waste your time, cost you money and make your life miserable, then I have news for you. The fact is […]
Have you ever heard of the statistic that says that 48% of salespeople never follow up with a prospect? Yes, it’s fake, but still, most salespeople are bad at following up. There are a lot of sales follow up […]
When you call someone for the first time, it can be a bit unnerving to get their voicemail. But it needn’t be, if you prepare effectively. It always surprises me how many salespeople are not prepared for voicemail. These days, […]
