If you want to persuade your customer to buy your solution, you must first convince them that the risk of doing so is low. Buying is a risky business, especially in today’s economy. Salespeople often fear rejection, but the customer also has a fear – the fear of making a mistake, of paying too much, […]
Selling, like sport, has its highs and its lows. When things are going well it’s the greatest job in the world – we love the feel of winning. But what happens when things don’t click for us or the market toughens and we hit a dry spell? It’s easy to lose confidence and begin […]
The phrase ‘People are our most valuable asset’ is often used in workplaces, but it’s not entirely accurate. The truth is that the ‘right people’ are the most valuable asset. Therefore, excellent recruitment practices are crucial, particularly when hiring managers and salespeople
The biggest complaint customers have about salespeople is that they seem to know very little about their business, and make no attempt to learn more. Conversely the highest compliment a customer can give you is, ‘You understand our business.’
It is flattering to imagine that you can sell in such a way that the customer ends up asking you for the business, rather than you needing to ask them. But people rarely bite immediately on hearing a pitch – you have to ask. With the introduction of all the ‘new’ ways of selling especially […]
Whether you are in sales or management, confidence is the key ingredient that will allow you to succeed. When your confidence goes up, your competence goes up. People who believe in themselves put more into the task at hand and persist longer, increasing their chance of success. Learning new sales or management skills alone is […]
It’s a fact of life, no one out there in your market has any interest in your products, your services, or your company. They don’t care what you offer. They really don’t. Instead people are interested in THEIR business, in solving THEIR challenges, in learning new ways THEY can operate
