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Sales Talk
How to use LinkedIn to sell more
You have probably noticed the explosion in the use of LinkedIn over the last few years. There are plenty of people on the platform telling you how to use LinkedIn to drive business, but most of them don't seem to have a Scooby Doo about what successful social selling...
What is a great source of leads?
Do you only have one source of leads?Well here is something to think about -One of the things I get the biggest kick out of is networking - running your own business can be an isolating experience for a lot of small business owners.Here I am this morning delivering an...
Sometimes in sales, you should chase the ‘no’
Have you ever been taught to chase the 'no's' in sales?That every 'no' takes you one step closer to a 'yes'?It's an old one but a good one.Now, depending on who you are getting the facts from, you might hear actual statistics like:"the average customer says 'no' four...
Sales for Beginners – what is a great structure to use?
Effective Sales Structure: A Step-by-Step Approach It can be daunting when you start in sales - all you really need is a process, but what is the RIGHT process. Well broadly, whatever sales methodology you learn, it is likely to follow this structure: 1. Understand...
How good is your sales process?
How good is your sales process?If your response to that is: 'what is a sales process?', then you have some work to do!Briefly, your sales process should describe how you and your customer interact with one another from beginning to end.Every opportunity is different,...
Open questions and how to use them
You probably know that you should be asking open questions to uncover information in a sales call, but what exactly are open questions?Simply, they encourage people to talk and, as the great Rudyard Kipling demonstrates, they tend to start...
What makes a great salesperson?
What makes a great salesperson? Have you ever really thought about it?Perhaps you are recruiting. Perhaps you are trying to develop an existing sales team. How are you going to get it right if you are not 100% clear on exactly what it is you need.I am going to kick...
Are you just an order taker?
Here's a quick and easy question. The answer might show you how good you and your team are at sales: Is your closing rate too high? In other words, can you proudly boast that you win every job (or nearly every job)? Well, if you do, there's a good chance that you're...
Modern-Day Buyers can be tricky!
It used to be the case that you could just make a phone call to a buyer, tell them about your new 'thing' and get an appointment. OK, I make that sound like it would work every time - it didn't - but it worked enough times to make it worth doing. Well not now!...
Do you know what Exceptional Selling looks like?
Exceptional selling at the Rolex shop
What first impression are your team giving your customers?
Do you love Greggs? I love Greggs. Usually Greggs are fabulous, but here is a tale of how just one person getting it wrong can undo a whole load of good stuff. I was at Liverpool Street Station, London, on my way to deliver some training at Aldgate. I went to Greggs...
Sales lies are abundant
I am sure you will agree with me that sales lies are abundant For example: 💥 "YOU NEED THIS SECRET THING!" 💥 "THIS IS THE LAST GIZMO YOU'LL EVER NEED!" 💥 "HOW THIS SIMPLE TRICK EARNED ME A GAZILLION POUNDS IN 24 HOURS!" We see it all the time don't we? Exaggeration,...
Have you ever mucked up the perfect sale?
I managed to - here's how to muck up the perfect sale ... I was approached by a fabulous company who had been checking me out on LinkedIn. We spoke, we met, we tweaked the spec. I loved them, they loved me (it was such a good fit). All the stages - discovery,...
What makes a great salesperson?
As a sales trainer I am often asked, what makes a great salesperson. People often say it is a skill that can be taught like any other, for example, riding a bike or learning to drive, but actually it is a bit more nuanced than just taking lots of lessons. Actually...
There is more to closing sales than just ‘closing’
If I was to describe which aspect of sales I'm best at, I'd probably say 'closing'. But you hear lots of rubbish spouted about closing, such as 'use this technique, or that trick'. It's as though closing is treated like a separate discipline instead of as part of a...