We all know the importance of building rapport during a sale, and we also know that people tend to do business with people they like, know or trust. What people…
What the Problems In Your Sales Funnel Reveal
Top of the Funnel Problems These problems are easy to identify. If you look at the value of your pipeline and the number doesn’t change from week to week, you…
To Create Healthy Urgency, Focus On A Big Opportunity
There are two basic kinds of energy in organisations. One, triggered by a big opportunity, can create momentum in the right direction and sustain it over time. The other, based…
Prevent Your Deals from Dissolving
1. Your Contact Leaves Is there anything worse than developing an opportunity, getting it right up to the line, and then having your primary sponsor leave? Yes, there is. Your contact…
Travel More Efficiently & Reach More Customers
Sales people spend much of their day on the road. Daily route planning and optimisation ensures that they can make better, more efficient use of their time. This not only…
Double Lead Qualification with More Calls & Faster Responses
Cold calls are the worst. It’s the same formula every time: An unsolicited call from a breathless sales person just praying you spare him 10 or 15 seconds to spill…
The Secret to Organisational and Personal Progress
The Statistician J.D. (Dave) Power is often referred to as the high priest of customer satisfaction. The company name of J.D. Power and Associates is well known for its high profile…
Use Better Tie Downs
You’ve probably heard that nothing identifies you more as a sales person than using the worn out greeting, ‘How are you today?’ right? Prospects know immediately who is calling and…
6 Sales Negotiation Secrets of Professional Buyers
Professional buyers are just that because they know how to negotiate. Below are six common techniques buyers use when they are looking to take advantage of a sales person. Buyers…
Precision is The Key When it Comes to Better Bargaining
During the 2013 summer transfer period, English soccer club Arsenal FC offered to buy the Uruguayan striker Luis Suarez from its Premier League rival Liverpool FC for the sum of…