My client was having trouble winning sales. Their prospects were organisations that make decisions via a combined management group that included the heads of the organisation such as General Manager. They had made presentations to dozens of these groups, traveling hundreds (maybe thousands?) of kilometres over many months … and had zero response. No orders. […]
Use a competitive value analysis to win more sales
Smart sellers engage with prospects only after they have developed a thorough understanding of how they stack up against common competitors. To be confident and win more business you must clearly understand how your services or products compare to competitors. This competitive analysis should be done from the client’s perspective. Be objective. Don’t limit your […]
Reacting to clients will cost you sales… this is why
Recently I was preparing for an inhouse training program by interviewing a number of senior managers and business development staff within the client organisation – the Australian division of a multi-national engineering company. The company has a great team of experienced staff, and is well positioned for future growth within the industry sectors they serve. […]
People will judge you on appearance everytime
Wouldn’t it be great to live in a world where everyone is given the opportunity to be fully understood, before others make judgements about them? WAKE UP! That doesn’t happen. Even though we (as individual human beings) may strive not to be judgmental – or con ourselves that we aren’t – it is inevitable that […]