Category:
Do You Ask For The Business?
August 4, 2008
This week I will look at what some consider the most critical phase of the sales process - asking for the business.
In a well planned presentation this should be the easiest phase however for the majority of salespeople this in fact is the scariest part.
Statistics consistently show that in 62% of presentations the salesperson does [...]
Fatal Mistakes Made in Sales Presentations
August 4, 2008
Earlier this week I was attending a business meeting and a friend told me of an experience she had had with a vacuum cleaner salesman.
My friend was contacted under the guise of a telephone survey to check on allergies and health. After the survey she was contacted again with an offer of a “free [...]
Are Your Salespeople Really Listening?
August 4, 2008
Many sales managers encourage their teams to increase prospecting activities by knocking on more doors, making more calls and so on with the goal of improving sales results.
I believe that the same results can be achieved by improving the skill levels in two keys areas - closing the sale and farming of existing accounts.
With effective [...]
Why Your Salespeople Need To Develop Trust
August 4, 2008
This week I will continue with the most common mistakes we make in selling. So far we have identified the lack of preparation prior to the interview, talking too much and not listening to what the buyer is saying.
Today we will look at another important mistake and that is failing to build trust.
Many salespeople [...]
Is Your Personal Presentation Costing You Sales?
August 4, 2008
This week I will continue with the subject of building trust and rapport.
I received an email from a friend this week and he was commenting on my article on trust last week and tongue and cheek suggested that sincerity was an important factor in building trust and if you can fake it you have got [...]