'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?
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!
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
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?
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 recently had a query about an interest charge on my bank account and phoned directly to my branch. They initially couldn’t explain it, and asked if they could put me on hold while they investigated. They came back to say they needed to speak to someone else – at which point I suggested they … Continue reading Get your sales priorities right
There seems to be a theme to many of the conversations I’ve had recently with owners of small businesses – they’re wrestling with telling the whole truth about just how small they really are. It sounds like this…. ‘I’m worried this client, who is a large corporate, will find out that, actually, we’re just a … Continue reading How to work with the ‘Big Boys’