Losing lots of sales is even more disappointing and losing that one big sale, the game-changer; is soul destroying and makes you wonder why you’re in the business.
Small business owners quickly realise they have to learn to sell very in order to survive. The successful ones quickly learn how to network and negotiate and their businesses survive. Continue reading →
In most businesses, when sales are too low, the first reaction is to spend more on marketing. Create better adverts, more adverts; direct sales letters is the cry. But is this always the right solution?
As a business owner or sales manager, your aim is to generate profit for your business, and preferably lots of it. Before that can happen though, the business has to have revenue.
A client called to discuss with me that he’d not been getting the results he’d wanted from a salesperson. The salesperson’s reports had shown lots of active prospects and that sales from many of them were “just around the corner”. Continue reading →
Having spent close to 40 years working with, training and managing salespeople (and being one myself), I think I’ve earned the right to make a few observations about them. Here’s what I believe…
I recently listened to an audio interview featuring one of the world’s top direct marketing authorities and one of the world’s (supposed) top sales training authorities.
This may sound simple, but when it all boils down to the basics, business is simple – it’s about selling a product or service for more than it costs you.
Selling anything can be broken down to a three-step process: Continue reading →
