We all know our client base will change. Previous clients can move to a new area, sell their business, close down, or change their priorities. Finding new business is always important – but so is keeping your previous clients. Here are nine sales tips to keep previous clients coming back for more. 1) Provide exceptional […]
Ideas to create good sales habits
You know those bad habits we get. Like raiding the biscuit barrel during late night TV shows. Or slouching we when we sit. Or biting our fingernails. It’s hard to resist. We’re tempted. We get that short-lived surge of satisfaction when we do it. Before we know it we’ve let a new (bad) behaviour creep […]
How to keep sales busy during slow times
Most industries have regular cycles of slow time. This is often around holidays periods like Christmas, New Year and other cultural or religious occasions. But it could occur for other reasons such as seasonal sales peaks and troughs, or end of financial year issues. Have you ever wondered how can you keep your sales busy […]
How to beat the fear of meeting people
During a sales management training session at an in-house national conference, with the participants being managers from all across Australia, I gave them a 2-minute break and asked them to get up and talk amongst themselves. When we resumed I asked how many of them made a point of meeting someone they didn’t know. One […]
How to avoid premature presentation syndrome
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. […]