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Effective follow up strategies to stop your leads going cold
Effective Follow up Strategies to stop your leads going cold We've all been there - you get a great enquiry from an interested customer, you've talked, asked and answered questions, they are absolutely hooked and then..... you never hear from them again. If you sit...
In sales, sometimes you need to get out of your own way
In Sales, Sometimes you need to get out of your own wayThis is about lacking self-belief, something which I proved to myself spectacularly yesterday. To give you the background, the Christmas before last, I went over a speed bump too fast and knocked off the right...
How not to write a sales letter
How not to write a sales letterWhen I am training people how to sell, the importance of effective communication comes up again and again. It helps set you apart from the masses, the ones who can't be bothered and the ones who are just treating you like a number. ...
How good are you at managing your customer records?
How good are you at Managing your customer records?I admit I love a good sales database. At Tadpole, it was one of the first things I made sure I had, because in order to grow my customer base and so sell my services, I needed some prospective customers and I needed...
Are your customers thirsty enough?
The Parable of The Young Salesman I recently saw this terrific Oasis advertisement and it reminded me of the following Parable: A young Salesperson was disappointed. He had lost an important sale. In discussing the matter with the Sales Manager, the young man...
5 Reasons Your Customers Will Not Buy From You
5 Reasons your customers will not buy from you. As a sales trainer, I spend a lot of time trying to help people sell more. But it's also useful to know what things you shouldn't do - the sort of things that will have your customers running for the hills (or at least...
Make someone happy today – recommend them!
Make someone happy today - recommend them! In my job I train people how to sell. When it works it is amazing - they get something they can use for life and, sometimes it transforms them. That's a wonderful feeling. What do you do that helps people? Perhaps you provide...
How to choose a sales trainer
How to choose a trainer When the time comes that you decide you or your people need some training, you will probably want to do some research on the various providers out there. Training can be a big investment for an organisation and you want to make sure that what...
Do you want to talk business? OK, let’s go to a coffee shop.
Do you want to talk business? OK, let's go to a coffee shop. Many entrepreneurs don't have their own offices and either work from home or meet clients at venues such as coffee shops. This week, whilst having a really productive meeting with a fellow business woman in...
Small Businesses, Claim your Competitive Advantage (Part Two)
Small Business, Claim your Competitive Advantage Yesterday, we looked at some reasons why it can be good to be small. As a small business, you: Respond Faster Have More Flexibility Have Better Relationships with Customers Get a Personal connection to the Customer Have...
Small Businesses – Claim your competitive advantage! (Part One)
Small businesses, claim your competitive advantage!As a small business, you are probably very aware of your larger competitors and it can be very easy to be intimidated by them. The trick is not to fall into the trap of trying to match them. If you go head to head...
Closing Sales should not be like a wrestling match!
Closing sales is not a wrestling match! When I started my sales career it was with a well-known Financial Services organisation who shall be nameless. My manager, who I can now see was the cliché of the crooked salesman, was much worse and delighted in teaching...
Are you using the power of Case Studies in your business?
Are you using the power of Case Studies in your business? Small businesses are always looking for ways to increase their reach and compete with the big boys. With that in mind, have you really explored the benefits of using case studies to promote your business? The...
I’m a salesperson – give me a cuddle please!
I'm a Salesperson - give me a cuddle please! I don't know what you think about people who sell for a living. Perhaps you think we are all pushy, gobby, dishonest, manipulative charlatans. I hope you don't, but from comments I sometimes hear a fair few of you must...
Why you should stop discounting and charge more
Why you should stop discounting and charge more When you looked at that heading, did you think 'no chance!' Or perhaps you shouted at me; 'what does she know?' Certainly, if you are anything like most people in business, you might have some genuine reasons to be...