A sales training Blog for Business To Business Sales.
If you sell to consumers, do you keep in touch with the latest trends and changes in the marketplace?
If you sell to the 21 – 39 age group then a recent study by the Zandl Group might give you some interesting perspectives on what you need to focus on.
Do It Yourself Culture:
Consumers are increasingly adopting [...]
What do you wear when out selling?
It’s funny but as a sales trainer and consultant it’s very rare that I wear a tie anymore. And do you know what I don’t miss them one iota!
I was reading through a classic sales ‘text book’ from the early 1990’s recently and was caught by the Way that [...]
When times are tough, the temptation is to consider dropping your prices. Don’t!
If you drop your prices you are only adding to your own difficulties. The table above shows the impact small changes in the price you sell at can have on your business.
Print it out from the screen or download it here
Sales Questions to Help you make more sales
If you are having difficulty putting together a logical and emotional reason why your potential customer or client should use you then look at the quality of the questions you asked initially.
It may not be the definitive list of questions to ask but I guarantee you, that if [...]
When I develop sales training courses I spend a lot of time considering and planing content based on the way that we learn. Recently I have had an increase in conversations with Sales Managers and Sales Directors who are looking to increase their own ‘bitesized’ in house sales training as a way of keeping on [...]
To ensure your stability and sales success in difficult times why not adopt a business diversification strategy.
If you own a SPAR retailer consider a Subway franchise. If you are a huge department store, how about adding an old fashioned gents hair cutting and shoe shine shop.
Maybe this is a step too far though?
I have recently finished reading “The Power Of Your Subconscious mind” by Dr Joseph Murphy and it really struck a chord with me based on the current business climate. I have been hearing a lot of negative talk from many business owners and sales people I meet recently.
If you are determined to set yourself up [...]
Negotiation and Negotiating Skills are some of the most sought after sales training courses. People seek out negotiation tips, negotiating strategies and scour the web for processes to win against the ‘other’ person in a negotiation.
It may come as a surprise to you but your own worst enemy in a negotiation is yourself. Some people [...]
People are often surprised when I turn up for sales training workshops without a laptop and powerpoint slides. They are pleasantly surprised throughout the day as the workshops unfolds and the day revolves around creativity, interaction and the application of knowledge. It makes for a fun and engaging day.
I found long ago that traditional powerpoint [...]
I spent my last weekend at an Entreprenurial Get together of 500 people who had gathered to see some amazing guest speakers.
One of the highlights for me was Duncan Bannatyne. He spoke for an hour and then held an open microphone question and answer session.
Duncans speach was superb. I have to say he was not [...]
Very Often I get asked a sales question where the person taking sales training wishes to know the secret sales tips and techniques that will make every sale.
The very first thing I do is remind myself and them of one of my favourite sayings from Dale Carnegie:
“There is only one way…to get anybody to do [...]
This is a great tool I use with my sales consulting and training:
This short but powerful video introduces a fantastic tool for assisting traditional businesses in getting more sales and more profits from existing clients and prospects. The form used can be downloaded here: Product and service matrix for increased sales growth
