Category: Building Trust

Top Eleven Networking Tips

October 1, 2014

As business people many of us see networking as something you just have to do. It means we can tick the box to say that we have been out and about drumming up contacts for future business

However it is …

Are You Dressed to Sell?

July 30, 2014

It probably isn’t fair but you seldom get a second chance to make a great first impression. What we wear and how we present ourselves not only colours our attitude towards ourselves but also influences others perception of us. John …

Monthly Sales Toolbox – Top Sales Tips

June 11, 2014

Here are my top tips for making the most of every sales interview and getting the most out of your referrals.

Never bag the opposition – This goes without saying but we can all fall into the trap of bagging …

How many sales are you losing through poor sales process?

April 11, 2014

“To train or not to train?” – that is the question

Many businesses spend thousands of dollars on marketing and advertising to generate inquiries and yet spend nothing on training their salespeople to convert these same inquiries into sales.

A …

Does Your Sales Team have the Right Weapons to win the Sales War

August 29, 2013

Last time we looked at the average cost of making the sale and also the general lack of sales skills training within most businesses.

This time we will examine the importance of developing the sales skills within our salespeople and …

Where Do The Dollars Come From?

July 18, 2013

When considering this question many of us think of activities such as marketing and advertising, operations, lean management – the list goes on.

The fact is that only one activity brings money into any business and that is sales, unless …

Does Cold-Calling Still Work?

March 20, 2013

In my last article I ranked cold calling at the bottom of the list as far as prospecting activities were concerned.
This caused a number of comments which I felt needed to be addressed.
I define a cold call as …

What Are Your Key Prospecting Activities?

November 13, 2012

This is a question I always ask when meeting salespeople and sales managers.
The answer I often hear is “cold calling or managing referrals from existing clients.”

The next question I ask is “what processes do you have in place …

Prospecting Plan – Do You Have One?

August 1, 2012

People don’t deliberately plan to fail but often fail to plan.

In sales one of the most crucial elements is a prospecting plan.

A challenge for many salespeople is they do not have one and as a result spend the …

How Many Networking Opportunities Have You Wasted?

May 8, 2012

In this article I continue with the sins of networking theme from my last article.

The next sin is failing to establish a connection.

Effective networking means actively making a connection with the people you meet.  Your goal is not …

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