business

TRUST & Why most salespeople have a problem with it

TRUST. It can be defined as when a person is willing to rely on the actions of another even though the outcome may not be certain. We have a natural desire to trust people and it is the basis upon which we build our relationships. In the past many confidence tricksters, masquerading as salespeople have abused this natural desire. As a result, salespeople are often districted by customers. In psychology, trust is believing that the person who is trusted will do what is expected. If this doesn’t happen we stop trusting that person, or that group. In fact we often distrust … Continued

Honesty really is the best policy

I spent some time last week with two very different clients looking at how they run their businesses, in particular at how they run their sales teams. Different businesses with very different sales teams. One has a team that is field sales and one is telesales based. In both teams there are problems with salespeople not doing what they are supposed to do. I do find this baffling really. You are working for a company as a salesperson. They pay you a basic salary to deliver a certain amount of sales activity and commission or bonus based on your sales … Continued

The Math of Sales – KPI’s (Key Performance Indicators)

KPI’s and the Math Of Sales Understanding the math of sales is pretty important to being successful in sales. So, what do I mean by ‘The Math Of Sales?’ I am talking about Key Performance Indicators, or KPI’s. KPI’s are used by sales managers across the length and breadth of the land to monitor how their teams are doing. Whilst this is important for them it is even MORE important for the salesperson. KPI’s are how you will improve your ability, monitor your activity, motivate and drive you to ultimately being successful.  So let’s look at KPI’s in their simplest … Continued

Why it’s so important to be the one ASKING the questions

This film shows a session where I’m asking delegates to consider why it is so important for you to be asking questions all the time. You can have whatever you want, when you want it. This gives you an insight into some of the techniques I teach that help salespeople increase their sales, grow their results and make some dramatic improvements to their sales abilities. My techniques work, just ask my delegates for their feedback! If you want something, what do you have to do? It’s simple, you have to ask for it. However, society has conditioned us not to … Continued

Language of Sales Video

Why do people have difficulty in asking questions? Surely it’s not hard is it? This film explores the reasons why we should be asking questions much more often that we do. Remember, all selling has to involve asking questions. For example… Do you want this in a pump or a loafer? When would you like the order delivered? How many items would you like to buy? How would you like to pay? There are a multitude of sales questions, many of them are ‘closes’ or ‘closing the sale’ questions. If you want to succeed in sales, you’ll need to be … Continued