Ask any small business owner to come up with ideas on how to market their business and they will say adverts, brochures, leaflets, direct mail etc. Whilst all these are great ways of promoting your business they all cost money! What if I could show you a better and more effective way of marketing your […]
Category Archives: Sales
Ask any CFO what their first impression is when they hear the words ‘Sales Training’ and they might communicate back their ‘Real world’ vocabulary of ‘un-accountable’ and ‘un-measurable’. Simply put, they know they’re wasting at least half their sales training budget dollars; the problem is they don’t know which half. And from a sales management […]
Let’s face it. We all have those difficult customers to whom we are required to sell. From the demanding, abrasive buyer to the individual who never seems to make a buying decision, we encounter challenging people on a regular basis. Part of the reason this happens is due to the disconnect we have because of […]
How may sales opportunities started out strong with the customer calling you first only to be lost to a competitor? What happened? In a previous article “How to Sell More by Becoming a Buyers ‘Emotional Favorite’”, I discussed how to create a value-added relationship with buyers by leveraging your network to address ALL their needs. […]
How many sales opportunities have you lost to competitors who seemed to have the inside track? It’s likely the buyer purchased from their emotional favorite. Selling goes beyond communicating the value of your products and services. Selling is about communicating the value of doing business with you. It is about connecting with a buyer and […]
Let’s first define what we mean by a “core competency.” We will then introduce the 3 Core Competencies, and spend our time understanding how they can dramatically increase your success. The term Core Competencies refers to those essential elements in the sales process that most directly impact your success. These elements are controllable and measurable, […]