Sellers love to talk about what they have My anecdotal research has clearly shown that, when it comes to selling, the part sellers are most comfortable with is talking about what they do. Explaining their services and how they can help the client. So what do you think happens in most sales encounters? That’s right… […]
You cant sell to everybody, so disqualify most
Web content guru Gerry McGovern once wrote … “Every time you serve someone, you make someone else wait.” Gerry was talking about the investment in creating content for web sites. I have re-phrased his words with a sales context. You can’t sell to everyone, so disqualify most Gerry went further by explaining … “Every time […]
Is your sales process killing your results?
One very important step in maximising results from your sales activities is to consider each of the steps, or contact points, that a prospect will experience with you during your initial contact and sales discussion. This is your ‘sales process’ Just like a manufacturer has a process to take raw materials and create a finished […]
How to win more sales from your quotes
You’ve discussed the situation with your prospect. You have the information you need. Now it’s time to prepare your quote. You spend time writing-up and reviewing your quote, being sure to address the key requirements discussed with your prospect. You’ve invested time, effort and money in getting to this point. What do you do next? […]
Selling B2B services: 4 steps to convert warm leads into paying clients
One of the difficulties in selling a service is that potential clients (we’ll call them “prospects” here) often don’t know whether they should be using what you provide. Your prospect has a problem, but they may not understand how your service can help them. And even if they’ve tried a similar service in the past, […]