I recently received an email from one of my newsletter readers asking how he could get more attention when prospecting by telephone to set new business meetings. Here is his email and my response which you will find useful: Hi Peter. I really need your help. My name is Yari and I work as an [...]
Sales Prospecting By Email – Are you making these mistakes?
Time Management For Sales People: I am a huge believer that one of the main contributing factors to your success in sales is your ability to manage your time, energy and focus. This does not come easy to most people as we humans are inherently hard wired to seek out the path of least resistance, [...]
How To Deal With The Price, Sales Objections I was just reading the book ’10 steps to sales success’ which you can check out here . In it I was reminded of an old Zig Ziglar sales objections handling line that has stood the test of time well and still stands strong today as [...]
Elmer Wheeler’s Sales Training Video One of the passions i have is hunting down old hard to find sales and business information. This sales training video is absolutely a must see. It is from one of the greatest ever sales trainers, called Elmer Wheeler. You may have not heard of Elmer, but i can [...]
Sales Prospecting Below is my latest article on sales prospecting from the Institute of Sales and Marketing Management’s – Winning Edge Magazine. Hope you like it! Sales Prospecting with blogging
Why are prospects haggling on price? Very often when i run sales training courses and in particular telesales training courses, there is always a big debate about the ‘P’ word. That’s right price. Teach your staff how to deal with prospects haggling on price It is sometimes challenging to get staff members to see that [...]
Selling value in Sales In a volatile business environment, sales has to adapt. It is not just reaction to change that we need, it is anticipation of change. That means that a variety of thinking skills are needed: The ability to analyse what is happening to customers and what it means for their [...]