'Coming soon' is often used in marketing but how often does it convert to sales? A picture of a cocktail at a local bar on my Insta feed, inviting me to book my table INDOORS, caught my eye - and lifted my spirits. It sowed a thought which led to a plan! I phoned the … Continue reading ‘Coming Soon’
A standard definition of ethical is, ‘conforming to accepted moral standards.’ The challenge then is to decide whose standards we are comparing to - or not. Other professions have recognised bodies which set out standards. This isn’t true for selling. We could probably all agree that unethical selling is: Pushing products or services which you … Continue reading Would you pass the Ethical Selling test?
'What sales methodology do you train?' It's not unusual for me to be asked this in a networking scenario. I notice, for some reason, that the question really makes me bristle. I understand where it's coming from. People want proof or reassurance of some sort that my sales training will work - and for them … Continue reading ‘What sales methodology do you train?’
Have you heard the one about shipping maps?? One of the loveliest sales training projects I did in my early days in business was for the UKHO. They are a government agency that provides maps and data to mariners and shipping companies across the world – sold through a global network of distributors. For hundreds … Continue reading The wrong sales trainer!
Do you worry that you’re not really different enough? Do you find yourself focusing on the shortcomings in your products or service more than the wonderful benefits they bring? Too easily we can sabotage our own sales confidence - and not realise that we're doing it. It might sound like this … 'There are lots … Continue reading Sales mindsets – and veg!
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
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!
‘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’