Feb
12

Salesperson’s checklist part one!

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Put the salespersons checklist on your wall as a reminder or in your car to review before you make a call! Have you reminded yourself lately that you are in a crucial and honourable profession? “Nothing happens until somebody sells something” All businesses exist for one reason only… to serve a customer “Selling is the… Continue reading »

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Jan
21

SIX ESSENTIAL TIPS ON HANDLING CUSTOMER COMPLAINTS

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The hardest complainant type first: If a customer is abusive you must to make you first goal to calm the customer’s temper and take control of the situation. You need remain open and friendly, stay calm and keep your voice low and controlled. Tell the customer you are interested in his/her complaint and say ‘in… Continue reading »

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Nov
23

BEWARE OF THE SPIN DOCTORS

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WHAT ARE SPIN-DOCTORS AND WHAT IS SPIN? Spin-Doctor is a term that has spread from US politics. Spin-doctors are similar to (and as some complain often confused with) ‘REAL’ public relations or public affairs individuals. Professional Spin-Doctors are used to create ‘spin’ for everything from charities, entertainers, sports people, businesses and politicians. Spin is usually… Continue reading »

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Sep
20

Seven Things You Must know About Your Customers by Clate Mask

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This is a recent email I received from Clate Mask CEO, Infusionsoft regarding the & “things” you must know about your customers: 1. Their Name- Nothing speaks to an individual faster than their first name. Use it to build your relationship with your customer. 2. What They’ve Purchased- If you know what your customers purchased… Continue reading »

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Aug
26

Communication Listening Summarizing Understand First

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Communication success is about listening, which to be more effective means summarizing and understand first Listening is THE most important communication skill there is, demonstrating that you are listening is the second. How to listen and why is summarizing so important! Through summarizing (and prompting with questions) you can ensure you understand the person you… Continue reading »

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Aug
11

FACTORS NEGATIVELY IMPACTING OUR ABILIY TO COMMUNICATE PART 1

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Factors affecting how we communicate with others as “SENDERS” and “RECEIVERS” (the judgments we often make usually unconsciously) and some potentially damaging self talk.. Individual differences – “he’s very young, must be a bit stupid and inexperienced better explain this slowly two or three times” Cultural differences – “she’s an accountant bean counter, this will… Continue reading »

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Jul
17

The importance Developing the company’s Sales Culture

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A) The view from Todd Cohen’s Sales Culture Blog Comment” “When I think of sales culture, it means that every person in the organization, from the CEO to the receptionist to the shipping clerk understands that WE ARE ALL IN SALES.” – Eric David.  ([Todd] thanks Eric, my sentiments exactly!)… [and mine as well Ric]… Continue reading »

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Jul
16

SIX MORE QUICK SALES (MANAGEMENT) TIPS PROSPECTING AND ATTITUDE

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PROSPECTING TIP: Ask if they look in the phone book, you think I’m joking, bet most of your sales staff have never even thought of it. Those who have are often intimidated…. it’s a lot of names and it looks like a lot of work, “hmm best not tie up the phone, a customer might… Continue reading »

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Jul
15

What’s the Best Time to Cold Call?

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Cold calling is expensive and usually fairly ineffective… however it still has to be done. Many salespeople still go in and pitch rather than knowing how to ask questions to uncover needs and wants. Even worse they do it at the wrong time. “Most sales reps make cold calls basically when they feel like it. … Continue reading »

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Jul
14

SALES MANAGEMENT – FIVE QUICK PRACTICAL REMINDERS

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TURN ONE CALL INTO THREE: Make sure the sales staff go next door, both sides, or at least visit two more potential or current customers in the same area. In another life whilst training bank managers to sell they would want to travel thirty miles for one call then return to the branch. If you… Continue reading »

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