http://www.salesimpactgroup.co.nz Do you ask for the sale? Tue, 24 Jan 2012 01:46:31 +0000 http://backend.userland.com/rss092 en 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 ... http://www.salesimpactgroup.co.nz/sales-presentations/which-type-of-salesperson-are-you/ 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 ... http://www.salesimpactgroup.co.nz/sales-presentations/are-great-salespeople-great-talkers/ 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 ... http://www.salesimpactgroup.co.nz/sales-presentations/are-there-natural-born-salespeople/ 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 ... http://www.salesimpactgroup.co.nz/sales-presentations/what-is-your-prospecting-plan/ 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 ... http://www.salesimpactgroup.co.nz/sales-presentations/how-many-sales-interviews-are-your-team-doing/ 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 ... http://www.salesimpactgroup.co.nz/sales-presentations/are-you-a-rocket-scientist-or-a-salesperson/    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 ... http://www.salesimpactgroup.co.nz/uncategorized/how-much-actual-selling-time-do-you-have/ In my last ramblings we looked at overcoming the “no hurry/no desire to change from the current supplier or serviced provider” obstacle. Today we will look at the key reasons salespeople don’t ask for the business. In fact surveys conducted with the fortune 500 in the States showed that 62% of presentations ... http://www.salesimpactgroup.co.nz/sales-presentations/scared-to-close-the-sale/ We have been looking at the key obstacles in the buyer’s mind which we need to answer before we can progress the sale.   The first of these was the different needs of buyers depending on their roles within the business.   We identified 3 potential buyer levels –   Middle Management level Senior Management Chief Executive Officers ... http://www.salesimpactgroup.co.nz/sales-presentations/overcoming-the-key-obstacles-to-make-the-sale/ We have looked at the different type of buyers you are likely to encounter and more importantly their specific needs you will have to address with your solution with each type of buyer. The next of the big five obstacles is “No Money”. Unfortunately for many of us in sales the majority ... http://www.salesimpactgroup.co.nz/sales-presentations/show-me-the-money/