Sales Tips
- Earn some bread: making the most of training
If you’ve been on any training course, whether its to upgrade your computer skills, improve your presentation skills, or increase your knowledge of your own organisation, there are several things that you can do to ensure you retain the information, and make the most of training. Use it or lose itIf...
- Get in their head: the do’s and don’ts of being an effective listener
Your client buys solutions from you. But they can probably buy those from many sources; they also buy good feelings and you can differentiate yourself by understanding this. One way to increase the good feelings clients get from dealing with you is by being a really good listener, so here’s some...
- Get some cred: gaining credibility
Social psychologists conducted an interesting experiment in Holland in which they asked two opposition party leaders to argue the same cause, with the identical speech, to a number of groups of people. They then asked each individual the extent to which they had been persuaded by the speaker. As you...
- Knock ‘em dead presentations
Most sales people enjoy presenting - indeed that’s often why they are in their sales position in the first place. Talking to clients, selling the benefits of their services, this is second nature to most good sales people. However, where they often come unstuck is when they are required to present to a...
- Knock ‘em dead presenting: balancing price and value
“One key to success in the sales process is the ability to balance price and value in the mind of your prospective client,” says Julia Sherwood. It is useful to imagine that your client holds in their mind a set of scales On one side, imagine the scales are weighed down by price. Before they learn...
- Knock em dead: writing a winning proposal
The process of writing a proposal provides the opportunity to clarify your own thoughts about the issues a prospective client has communicated to you, and the time to think through how your organisation might be able to help. Writing a proposal shows your client that you have seriously considered their...
- Watch how it’s said: overcoming customer concerns
The hard edge of selling is getting your customer to commit. Sure it’s great visiting clients, discovering their needs, preparing great proposals and selling solutions, but if you want to close more sales you need to go one stage further than your current comfort zone. For example, many sales...
