Sales staff unsuccessful at the end of the year? The reason is almost always the same: they spent too much time on deals that didn’t close. As Lord Sugar’s trusted advisor Nick Hewer has reminded us in season after season of The Apprentice, it’s vital for salespeople to qualify opportunities before they expend any [...]
Sales is all about the art of persuasion, and for many years’ experts have been writing about the six pillars of influence. Here we relate them to the sales process in order to get customer to buy more. Pillar 1 – Reciprocation If you get invited out to dinner at your friend’s house, there’s [...]
Creativity is key and businesses that recognise this are often more likely to conquer a marketplace or even change the face of it entirely. An ability to differentiate yourself from the competition, be it through products or branding, can often make the difference between a business staying relevant or becoming obsolete. When technology is [...]
We’ve all heard it, we’ve all seen it, you might even have been asked it as an interviewee or asked it as an interviewer. Sometimes it’s “sell me this pen”, other times it’s “sell me this, apple, paper, phone or object”. You can find many different answers and techniques to this same question online [...]
Life is a balancing act, we spend most of it spinning plates to keep everything moving and everyone happy. Whether it’s the late nights at work, working up a sweat at the gym or time spent with the family, there’s plenty of areas that need our attention to keep them running smoothly. Neglect an element [...]
Mental health has become one of this year’s hot topics, with everyone from celebrities to royalty doing their bit to raise public awareness. It’s also been a real focus politically, becoming a major selling point to the party manifesto – all promising campaigns, staffing and funding in return for your vote. So, as the [...]
Trigger goes here The world of work is in the middle of a major shake-up, with implications for companies of every shape and size. The term ‘agile working’ is becoming commonplace as the relationship between businesses and their workforce is redefined – and businesses start to recognise the value to them of broad range [...]
Without a sales plan, the lofty goals of business plans have trouble coming to life. Business plans often contain spreadsheets filled with optimistic numbers and outrageous revenue targets. What they rarely do is outline a strategy for getting there. A sales plan contains the granular details on how to make revenue goals a reality. A [...]
Of all the challenges your sales team face, none is more significant than handling sales objections from customers. In order to learn how to overcome doubts and instil confidence, your team should first understand the two main types of objections coming their way. Although sales professionals are likely to hear hundreds of “yes, but” from [...]
If all goes well, a new salesperson leaves the office after the first day of work as a new brand ambassador. When speaking with friends or on social media later that night, the new hire's mates will ask how it went, what the job entails, what the business does. With a strong sales onboarding process, [...]
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