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In the September Edition

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UpFront

  • Walkabout Score Card
  • The real art of presenting
  • Diet tips for great performance
  • Six Degrees of Kevin Bacon
  • What’s important in a bicycle?
  • Three killer book reviews

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Leadership

Johnnic Newspaper’s strategic sales chief Gisele Wertheim Aymes, talks to SalesGuru about decision making, strategic selling, mentoring, and how to avoid losing big, big business.

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Selling Skills

  • Sales Amateur or Sales Professional?
    Which are you? Read about the differences and how your performance on the golf course closely mirrors your ability in sales.
  • Perfect preparation produces results
    Turning up half-cocked for a sales meeting is begging for the customer to say no. Follow these tips to ensure you’re ready for the big sale.
  • Other ways to prospect (if cold calling isn’t your thing)
    Cell C’s Megan Nicholas shares the methods used by her corporate sales team for generating new leads.
  • Qualifying: the specifics of being specific
    You can’t be too specific when qualifying a lead, according to sales experts. Not if you want to be absolutely certain of maximising your time.
  • You too can be a great presenter
    Richard Mulvey makes a tidy sum of money presenting, but puts a huge amount of effort into getting it right. How much? Try an hour of practice for every minute of presentation time.
  • Will you please just shut up?
    Closing is a technique that many a salesperson blows by talking and talking and talking long after the sale is completed.

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Get Up & Go

  • It isn’t netset. It is network
    If you want to generate the right sorts of contacts, attending the right events isn’t enough. You have to learn how to work a room, and make your presence felt.
  • It only works if you’re serious
    Paul Naidoo shares how critical it is for a salesperson to want to learn – if anything is going to rub off in training sessions that is.

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Selling Tools

  • Business Travel
    Rent a GPS navigator, marvel at the coming low cost airline war and bid to pay your own rate at a leading hotel chain.
  • Ask the experts
    Dave Moffett of Winstel Technologies and Travers Hathrill of Intelegence help a desperate salesperson to overcome a major challenge.
  • Making a great first impression
    They say it is all about that first meeting. Are you sure you are looking the way you should to wow that crowd?
  • Technology
    RFP Express helps create quick and complete sales proposals, Targus card scanner helps clear the desktop clutter and Adcheck Mobile offers a novel South African sales solution

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Customer Relationships

  • Superstrategies for supercars
    Selling a Lamborghini isn’t easy, but Investment Cars makes it look like it is all in a day’s work. How? By obsessing about its customer relationships.
  • The importance of being consistent
    Being successful can be a matter of ensuring that people know what to expect from you. If they know what they are getting, there is less risk in calling you up.

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Money Matters

  • The hidden simplicity of Personal Finance 101
    Are you getting the most from your money? Ideas for optimising your spending.

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Cool Stuff

Great incentives for those great rewards. Fighter jet flights, golf tours, spas, hot air ballooning and a celebrity chef at your house. It’s good to be in sales.

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