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?
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 →