Articles
Which Type of Salesperson Are You?
January 24, 2012
There is an old quote which we can adapt that goes –
“There are three kinds of salespeople – those who make things happen, those that watch things happen and those who are wondering what happened.”
It’s an oldie but a goodie.
In fact there are generally two types of salespeople I come across in my business. The [...]
Are Great Salespeople Great Talkers
October 19, 2011
I was guest speaker at a meeting a few weeks ago and a chap I was chatting to was telling me that after 18 years of having 3 women in the house now that his daughters had left he was having to learn how to talk again!
My thought was he must have been a very [...]
Are There Natural Born Salespeople?
August 24, 2011
A question I am often asked is “Are there natural born salespeople that we should be looking for?”
My answer to this is there is no such thing as a natural born salesperson. There are salespeople with the “gift of the gab” who make good sales but they tend to lack consistency in their results.
Contrary to [...]
What Is Your Prospecting Plan?
May 17, 2011
We talked about “Farmers” and “Hunters” last time and how many salespeople fall into the comfortable role of farming their existing clients rather than bringing on new business.
This occurs largely due to a lack of a clear step by step plan on how to go about prospecting. Many salespeople make the excuse they are so [...]
How Many Sales Interviews Are Your Team Doing?
April 6, 2011
Recently I was questioning a sales manager about the number of new sales interviews each of her sales team did each week.
Her answer was that a week probably wasn’t the right duration – more like a month.
When I asked how many they were doing a month the answer was that they would be lucky to [...]
Are you a Rocket Scientist or a Salesperson?
March 15, 2011
Recently I attended a business function where one of my clients introduced me to a business consultant. Upon hearing I was a sales trainer the consultant related how he had watched a couple of dvds on sales training over the Christmas break and decided that perhaps he could add sales training to his portfolio after [...]
How Much Actual Selling Time Do You Have?
February 14, 2011
A challenge I hear from many salespeople and business owners alike is that there is never enough time to keep in touch with all their clients and prospects. This in turn leads to many lost opportunities and indeed lost clients.
There are just two areas salespeople and business owners need to focus their time on as [...]