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 […]
Open, 1-day, Essential Sales Skills Workshop – March 9th, 2017 Read More »
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 »
We love Ted Talks but this one is really special. It’s not just a great talk, it’s something to live by
If you’re going to ensure a good ROI from having an exhibition stand, there’s much more to it than just turning up and manning it. Essentially it comes down to being planned and prepared in 3 areas: before, during and after the exhibition. Talk to us about our half-day exhibition training
Getting the most from having an exhibition stand Read More »
It seems there’s a new number being bandied around – 57{4c34c383679c11c60a7fc94102652f4f4cbc80d9ff04e714274bee7babf30ca1}. In B2B sales, 57{4c34c383679c11c60a7fc94102652f4f4cbc80d9ff04e714274bee7babf30ca1} of the sale has already taken place apparently by the time the prospect meets the seller. The reason? Self diagnosing. To some extent we all do it don’t we by using the internet? Some of us even self diagnose our
Selling face-to-face in the age of the internet Read More »
How do you know how effective your sales team is if you don’t measure what they do as well as their results? If you only measure the results (i.e. sales) you might know that Bob usually sells twice as much as Janet. But what if you measured what they did as well as their results
We’re doing some research with buyers (B2B) in which one of the many questions we ask is “Why did you buy from one company over and above the other companies that you met with?” and one word that keeps coming out is “reassurance”. One buyer said “They were just very good at ‘holding our hand’
In my experience as a customer it’s not usually me who raises the issue of ‘price’, it’s almost always the person selling to me who does that. Some recent research conducted with customers and sellers came lots of interesting info but for all you salespeople who think you’d sell more if only the price of
Never heard of them? Check them out at www.businesshive.net/theicanseminars If you don’t live close enough to come along to one of them, why not do run one yourself in your area?
If you want people to help you (recommend you, endorse you, write a testimonial for you) then you need to create the habit of helping others in business. What if you haven’t seen examples of their work and don’t know them well enough to be able to do any of the above? Then make a
