Nov
23

ATTRACTING BUYERS 3 – SALES LEAD GENERATORS

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There are a number of simple rules to follow to “prospect” for more buyers without going through the “starting from scratch” phase. It has been my experience that many sales staff forget some of the basics. Attracting buyers far outstrips old cold calling and advertising techniques. 1) ALWAYS ASK FOR AT LEAST ONE REFERRAL. Everybody… Continue reading »

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Nov
07

ATTRACTING BUYERS A LITTLE MORE ON THE METHODS

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Seminars – Some Additional Thoughts Last post I mentioned seminars. They are such a great way to attract buyer I thought I’d just add a couple of more reasons to get involved. An additional benefit of giving public seminars or at least being the guest speaker at someone else’s is that the more you engage… Continue reading »

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Jun
06

How as a salesperson you can find hot sales leads part 2

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Research and define your target geographic market. Depending on the size of area you are able to service you may find some locations more fruitful than others. I once trained bank mangers to cold call to look for prospects. Almost to a man they wanted to travel miles to “industrial areas” often over an hours… Continue reading »

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Jun
02

How, as a salesperson, you can find hot sales leads part 1

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Research and define your target market. For every product or service there is an expected or at least likely set of potential users. The first place to look is of course your current customer base. Look at who has been buying recently and for what reasons. It is likely if your customer company “A” is… Continue reading »

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Apr
29

Why Being Able to Speak Effectively in Public is so Important

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As the pressure to stand out in a more competitive and globalized world increases the need to be able to speak confidently in public is becoming more central to our success. For all of us it is important to be able convince others of the validity of our point of view, to sell our ideas,… Continue reading »

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Jun
17

Effective Business Writing: Letters, Reports, Memos and Emails – Overview and Accuracy

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Effective business writing skills in my experience are still one of the most difficult competencies for young employees to master. Here are a few rules that may help. Rule 1. Write like a journalist, or as some call it the A:B:C way Obviously good journalists are experts at getting their message across so the skills… Continue reading »

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May
05

Human Relations Communication and the Five Types of Listening part 3

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Finally… 5) Facilitative Listening This goes beyond even empathic listening because it implies and requires that you are able to extend an especially helpful approach to the other person or people. A crucial factor here is “the capability to interpret the cognisance or self-awareness  of the speaker and the extent to which you are hearing… Continue reading »

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May
05

Human Relations Communication and the Five Types of Listening part 2

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To continue listening… 3) Listening to understand. Business Balls states here “you listen only to the content and fail to receive all the non-verbal sounds and signals, such as tone of voice, facial expression, reaction of speaker to your own listening and reactions”. “Attentive data-only listening is typically driven by a strong personal results motive.… Continue reading »

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Apr
12

Interpersonal Communication Barriers – Do You Have a Problem?

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To start at the blunt end of communication problems obviously if a relationship with others is desired it will be very difficult if the other party uses a tactic of total withdrawal by refusing to engage in any interpersonal contact. This is a blatant act that is easy to recognize and can be virtually impossible… Continue reading »

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Feb
12

Salesperson’s checklist part two!

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HAVE YOU DESTROYED THE SALES SCRIPT AND STOPPED PITCHING? Helping the prospect through the buying process should be a conversation not a one person narrative. If you are using a script you are probably not listening to the customer nor understanding their wants… you are just pitching and pitching isn’t selling. Are you working very… Continue reading »

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