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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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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