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Whether you’re new to sales, want to refresh your skills or need some reminders for your staff, these notes will give you an overview of the essentials. It all boils down to, ‘find out what your customer wants, sell that to them in their language and ask for the business.’ Easy!Read more...
I ran a recruitment company for 8 years and whilst I could give you the hilarious gaffs that people made in their interviews or a list of the best interview answers, it’s more useful to look at what made the best interviewees: How did they present themselves and why did they have the edge.Read more...
The key to good selling lies in the ability to ask good questions and investigate thoroughly what your customer wants from you. Your job is to be inventive and create a package that they want. It’s not to foist products onto an unwilling punter. In tough times the key to survival for every company is to make every asset work harder starting with the assets that earn money; the sales teams and the tools that they have.Read more...
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The alternative to getting organised in a fast paced market like recession is to face eventual meltdown. It is more important than ever to clear up your workload and get on top of what you do every day. Read more...USP (Unique Selling Point) is an old term for what we now call product differentiators. The reason it’s still useful is that it stresses the need for your proposition to be unique. What have you got that the client can’t get elsewhere.
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Most presentations are boring. I've sat through monotonous, irrelevant powerpoint presentations with no tailoring to my circumstances. I've been talked at, patronised and read to from the slides as I embarked on meandering journeys through the life and times of the product. All unforgiveable when a simple structure can help you to get it right.
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Great sales people can be terrible at presenting themselves in an interview. I think it’s because their skills are innate so they often don’t think about the process of how they come across. The sales person who is brilliant at making money can be rubbish at showing how they do that in an interview situation. These are 5 simple tips to presenting yourself.
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This questionnaire can be filled in by the manager in a situation where they can clearly tell what is being said by client and sales person. It can also be used in role play situations.Read more...
In a buyers market prices can come tumbling down, good negotiation skills are essential. Don’t be tempted into negotiations without understanding the two key principles: Discovery and exchange. Read more...
Relationship marketing is the holy grail of account management, having raving fans rather than complaints that just haven't discovered your cock-ups yet, though, takes company wide approach to customers. You can, however, borrow some of the corporate CRM (Customer Relationship Management) principles to improve key client relationships.