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Achieve your Sales Targets with your Sales Pipeline

Being aware of and managing the amount in your sales pipeline each week, fortnight or month can have the single biggest impact to achieving your sales consistently from month to month and quarter to quarter. It is an important forecasting tool that all businesses should use even if they don’t have salespeople, as it clearly shows how many sales to expect and when to expect them.

Boost your Sales through Reinvention

Is it just me or is 2009 going to be the biggest and best year yet? Despite what is being reporting in the media and what we are seeing overseas, many of the people that I’ve spoken to recently are extremely motivated and confident that 2009 is going to be their best year yet (including me). So if 2009 is going to be your best year yet, now is the perfect time to sit down and work out what you want to achieve and what you need to do to make this happen.

Build your Sales Pipeline and Boost Your Prospect Numbers

Do you get frustrated constantly searching for prospects and contact information? The traditional methods of building a list of people that you can market and sell to such as purchasing databases, driving around business parks and noting the tenants of buildings that you walk past are great, and they do work, however, they are costly and time consuming.

Business Networking Tips

Networking has been good to me over the years. Apart from referrals, it has been the single most successful way of generating new business and building my professional network. It must be the salesperson in me, but there is nothing more rewarding than meeting and connecting with new people who end up as friends, associates or clients.

Consultative Needs Based Selling Approach

Looking at your business from a sales perspective and most importantly understanding your business from a client perspective, is one of the most important first steps in sales. Most people hate being sold to but love the feeling of buying; so the clearer you can explain how your business helps and "what is in it for them" the easier it makes prospective customers to make a buying decision. The consultative/problem solver approach qualifies and listens to the customer and helps them to buy what they need. The consultative approach focuses on the needs of the customer and how you improve or benefit them in some way.

How can I increase the number of Referrals I receive?

I’m sure most of you would agree that selling to someone who has been referred to you is much easier and more enjoyable than those generated through traditional sales efforts such as direct mail and cold calling. The success rate is higher because they are in the market for your services and are also much less price sensitive because the referring party has told them the value and benefits that you can deliver.

How can I make cold calling easier?

Lately I have been working with a number of sales teams to help them increase the success of their cold calling and I thought I would share with you some of my tips for success:

How can you find the best of the best in sales?

Many people believe great sales-people are born, not made but I disagree because sales is a process that can be taught to anyone and it is simply how the process is applied that separates good from great. Success in sales comes from skill development, attitude, confidence and behaviour.

How to avoid being a pest in your sales follow up

Did you know that one of the biggest gripes against salespeople by decision makers is the lack of follow up? Many people resist following up because they find it uncomfortable and don’t want to seem pushy or annoying and many people don’t follow up because they simply forget. This lack of follow-up presents a great opportunity for those who are organized and take the time to do it.

Overcoming Sales Objections

Objections are simply reasons or concerns that a prospective client has as to why they won't make a decision when you want them to. You will hear statements such as:

Quick Prospecting Tools

Do you get frustrated constantly sourcing new sales and contact information?

Sales Tips to give your sales a boost in 2010

customers, the same results can be achieved. Besides, you can find new customers from referrals within your existing client base. Here is a couple of quick tips to help you build your revenue in 2010.

Quick Tips to Presenting Proposals

These quick tips will help to reduce some of the 'discomfort' that can be associated when presenting your pricing options

SALES TIPS AND TRICKS

Want to increase sales but don’t have the sales skills or worried you will come across as an aggressive, pushy sales person? The key to developing confidence in sales is by being flexible and open-minded about trying something new!

Sales Tips for Selling in a challenging economy

It’s difficult to ignore the news of the financial crisis that is occurring around the world and the fear and uncertainty that it is creating. Here in Australia many companies have been tightening their budgets and reducing their spending over recent months and it looks like it’s going to continue. So what does this mean for those of us running businesses or working in sales?

Sales Tips for the First Appointment

“It’s all about planning and preparation” It’s amazing how many sales people and business owners I talk to who under-estimate the value and importance of planning and preparing for a first appointment.

Can You Use Closed Questions to Sell More Insurance?

The quick answer is absolutely. Now let me explain.

Open, Leading and Closed Questions

In a selling environment where most good sales people appreciate the importance of discovering a prospect’s requirements, it is easy to take questioning skills for granted. Yet, questions that are crafted with strategic intent can uncover a myriad of secrets stored in the prospect’s mind.

Questions - Questions - Questions

Questions Open Control Confirm

Are you boring prospects with your questions?

When you ask ‘thinking, open style' questions it can help you to win new business much quicker and with fewer objections. Additionally, when you help prospects to think about the needs of their business and to really think about current or potential problems or challenges they may face, they start to see you differently and understand the value you can add to them or their business.

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