|
|
Like this article? PLEASE +1 it! |  |
|
sales seminars Tagged Articles
|
My Sales team arent getting along, am I doing anything wrong?
| |
| 'Genuine Conflict' is when team members don't get along but willingly live with their differences in exchange for a pay packet. There are no team values or value in the team. Sometimes team members align but it's usually short lived as the competitive forces and jostling for rewards and recognition takes priority. Attrition is high, but players' dont seem to mind, as it means one less internal competitor and is part of the game. Managers reward sales success above all else, even at the detriment of other team members and even some clients. |
|
|
The little agency that lost its soul
| |
| I was once involved with a small but successful advertising agency. This agency had won a lucrative account with one of Australia's big banks and received a lot of recognition. The agency was then purchased by a public communications company in a strategic sale designed to acquire the big bank as a client by default. The communications consortium paid top dollar (shareholders money of course) for control of the agency and the big account. |
|
|
What's under your sales-bonnet ( Part 1)
| |
| All performance vehicles have an engine, including businesses, and the faster the vehicle the more powerful the engine. In most successful businesses I see one common denominator: the ability to proactively generate new business. Many businesses, however, lack skills and processes when it comes down to getting out into the market and stimulating interest and engaging new business. The key to a powerful business is a powerful sales-engine. When cash-flow is positive and business is profitable-innovation is encouraged, the teams' spirits are high and almost anything seems possible. Conversely when there is no engine, business becomes about cutting costs, zero innovation and delivering the bare minimum. It's hard to build long success on those fundamentals, though not impossible. But there are faster and more exciting roads to explore. |
|
|
What's under your sales-bonnet ( Final)
| |
| Graham, cut-in abruptly, "OK, ok, let's let sleeping dogs lie, Johno's gone, and good luck to him, we will also see him at the pub on Friday, he's not going too far. He's a good mate, just tired and over-it and that's fair enough, it hasn't exactly been a party around here for a while. Let's move on to the present." I was impressed with Graham, he was a big man, and I felt his big heart, and from what I could tell he was the leader although the Greek wore the title of Managing Director. |
|
|
What should you do with your poor sales performers?
| |
| One of the most frequent areas that I get asked to consult on is sales team 'performance', or lack thereof. In many sales teams what I observe is a small percentage of sales stars shining and the rest making up the numbers. This conundrum I call, 'The Law of Lesser Equals'. This law propounds: All women and men are created equal, yet when compared in competitive environments some underperform, not just marginally, but resoundingly. Many team members have the same training, similar backgrounds and experience, but some get the results, while others struggle. Is that a result of luck, experience, or natural talent, or is there a more substantial explanation? |
|
|
How confident are you at selling, really?
| |
| As a (willing) potential customer I want to trust you and believe in what you are saying and that you will deliver on your promise. You can make the odd mistake here-and-there, because if I trust you it's not a deal breaker-I know you will be the first person to bring it to my attention. You can sell the best product or service in town, but if your salespeople fail to install belief, build trust and deliver on their promises, the success of your business is limited, if not ultimately removed. |
|
|
A lot of a littles make a lot
| |
| Selling is really nothing more than the art of meeting, listening, engaging, and leading the right people to a win-win outcome. Which isn't too tough to achieve, yet many salespeople are obsessed with the pursuit of the so called 'silver sales bullet' that will magically cut-corners and transform their sales performance and life accordingly. I'm here to inform you there is no so such thing or external force to you that will determine your ultimate success - it's all up to you! |
|
|
Crucial Questions to Superior Sales
| |
| When your customers aren’t sure which of your products or services they should buy, consider this handy tool that not only helps create clarity, but also positions you as a trusted advisor. I’m referring to a time-test sales tool known as SWOT. SWOT stands for Strengths, Weaknesses, Opportunities, and Threats. When I do customer service and sales seminars and speeches for groups, I often hear this is one of the most useful tools people learn. Here’s how to ask SWOT questions... |
|
|
Transform Your Selling DNA
| |
| Seven Special Powers That Will Take Your Sales Revenue From So-So . . . to Sensational |
|
|
Do you really hear me? Or: why Positive Sales equals Listening
| |
| How can you sell your product or service to anyone without knowing what it actually is that they need? You shouldn't, is the short reply. Selling means not only 'making a sale' but focusing on the customer's needs, circumstances and wishes. Get to know them in order to understand them, and do it by asking and listening instead of talking and telling. Why? Because that is what effective, positive sales is all about. |
|