In a perfect world we would always know – and have agreed – the next step with a prospective client. However, hands up, I don’t live in that perfect world and I suspect many of you don’t either! For various reasons sales conversations can stall. It may be that we took our foot off the … Continue reading How to reconnect with prospects
With only 10 days till Christmas Day, unless you are in retail, it could be tempting to think that business is done for this year. ‘People are winding down’ ‘They won’t make a decision before Christmas’ ‘No one is talking about 2021 yet.’ For some this might be true. People are tired, it’s been a … Continue reading Why it’s not too late to sell this year
Being seen as a trusted adviser can be a fantastic part of your marketing strategy. It gives potential customers a chance to try before they buy and can work well for service and product businesses alike. But what do you do when all that helping doesn't convert leads to sales You know the story ... You’ve been … Continue reading How to move from helping to selling
It’s something I bang on about – a lot! The importance of questions in selling. And not just any old questions in any old order. Why are they so important? Good questions get to the heart of the problem or the desire that is going to move someone to buy. When executed well they make … Continue reading Sales 101: Asking the right questions
There was a time when life was simpler. When the marketing team were about customer avatars, crafting key messages, getting in front of the right audience with advertising and PR and creating promotions to drive customer trial and sales. What was left for sales to do was the relatively simple task of converting! Of course, … Continue reading Where does marketing end and sales begin?
We all know that presenting rates as one of the greatest fears in life! For many business people any element of selling rates just as highly. If you are someone who feels that way, it is understandable that, when the dreaded moment of stepping into sales mode approaches, your anxiety levels begin to rise, you … Continue reading Don’t let selling become your horror story!
Prospects can be frustrating. We have all had the experience of thinking that the business is in the bag and then what comes next is radio silence. They appeared keen to meet and find out more about our products and services. We burned the midnight oil to prepare a proposal and then – nothing. So … Continue reading How not to follow up in sales!
A traditional view in sales and marketing is that we have to choose between a high volume, low quality lead generation formula and a high quality, low volume alternative. But is it not possible to have a third option – both high quality and high volume? We think there are ways of getting closer to … Continue reading Volume or quality in sales – or both?
‘I’m not selling you anything.’ ‘I just want to ask you a few questions.’ ‘It will only take a few minutes.’ It is not unusual for any of these to be the introduction to a telesales call. They can be perfectly polite but they are still not a good start to a sale. However, for … Continue reading Earning the right to be heard in sales
In the early days of Lockdown, in many conversations with friends who are small business owners, the prevailing mood was that now was not the time to be selling. It was the time to be helping wherever we could – and it had to be ‘for free’. I was sort of there with that thinking … Continue reading When good selling became ‘a thing’