Have you got it?
Perhaps one of the most least talked about qualities a person needs to become as good as they can be and build a successful career in selling is the ability to laugh at themselves.
“People Buy People”
“People buy people”. No doubt you’ve heard that expression. And many people believe that that means, get someone to like you and they’ll buy from you. Well it’s true that if someone doesn’t like you they almost certainly WON’T buy from you. But you see how I originally heard it was “People buy people first
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To Sales Directors
What do you consider is the best thing you can do for your sales team? Set targets? Kick ass? Shout and scream when targets aren’t hit? Give them great incentives and rewards? Well, according to research, none of those things will help your team as much as finding ways to develop their sales skills. Developing
To Sales Directors Read More »
It’s not what you know ….
….it’s what you DO with what you know that will bring in new business. “People buy people” is an expression that most interpret as meaning people need to like us before they’ll buy from us. And that’s true, unless we’re spending a small amount of money. For example, it’s not important whether we trust the
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“People buy people first”. So what?
I guess almost everyone in sales knows the expression “People buy people first” right? But it’s not what we know that’s important; it’s what we DO with what we know that will bring in sales. Let’s take “People buy people first” as an easy example. Do you agree with that expression? No really – do YOU agree that
“People buy people first”. So what? Read More »
“If it ‘don’t’ get measured, it ‘don’t’ get done
If you’re running a sales team, measuring their results (e.g. number and value of sales made) is something you’ll no doubt do. But that if that’s all you measure, you’re missing the most valuable information that you need if you’re going to improve your team’ skills, results and your company’s bottom line. To do that, you
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GP or Specialist?
If you’re selling a product which (on paper) can be sold to a huge range of prospects e.g. financial services, trying to sell to them all makes you the equivalent of a GP (doctor). If you’ve got a medical need, who would you rather get advice from, a GP or a Specialist? I’ll assume you
Open, 1-day, Essential Sales Skills Workshop – March 9th, 2017
The Essential Sales Skill Workshop will be held at the Double Tree Hilton Hotel in Lincoln and will run from 9.30 – 17.30. Maximum of 12 delegates. Delegates will be taken through the different stages of selling from BEFORE speaking to a prospect, through to making them a client and then retaining them. Any delegate
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Has your team failed to hit target – again?
75{4c34c383679c11c60a7fc94102652f4f4cbc80d9ff04e714274bee7babf30ca1} increase!!!! That’s the impact that a sales process has on sales volumes when you compare sales teams that don’t have a sales process with those that do. We can hear the “Yes buts…” already! You can “Yes but..” all you like but if your sales people are frequently failing to hit target, the chances
Has your team failed to hit target – again? Read More »