People are still buying, but are they buying from you?
https://www.youtube.com/watch?v=ZvdMxYpu16o
Fear of sales rejection – myth or reality?
The number one excuse I continue to hear from sales people for not prospecting enough continues to be “fear of rejection”. Am I missing something here? You have chosen to be in sales and you have chosen the rejection business! I bet ...
Ask Better Questions: A Real Life Story of Sales Success
I was out to dinner a few months back with a couple of guests, when the waitress came over to our table as she had done diligently all night and asked completely the wrong question:
“How did you enjoy your meal?”
We all ...
The lies customers tell and how to recognise them!
A white lie here, a fib there… Just how honest is your prospect being with you? We uncovered the top 5 lies favoured by your prospect. They’re naughty, but here’s how to play the lying game the professional way...
Lie 5: We ...
Three dating rules for sales success
A first date is a complex thing. It can be make or break time after which the object of your affection will either choose to see you again, or refuse to return your phone calls. In that way it is a lot like sales …
Rule ...
SalesGuru Live Events February 2020 : Martin Lucas intro
https://www.youtube.com/watch?v=cK8iOTSb92s
SalesGuru Live Events February 2020 : Larry Soffer Intro
https://www.youtube.com/watch?v=Y4fqs9kHpj8
Pre-plan those calls
How much do you know about the calls you make before you make them? Do you have a well rehearsed script flowing through your head or are you busking it from the moment you pick up the phone?
What are you going to ...
Say what you mean … and mean what you say…
“If you have to look the meaning of a word up … don’t use it.” - Stephen King
Pick up any corporate brochure today and the chances are you will have stumbled across what is the paper-based equivalent of a cup of ...
Cultivating rainmakers for your SME
Business owners need to empower their sales force to make it rain without them by training staff to function in their manager’s absence, says Mark Keating, CEO of SalesGuru
The secret is to build a team of individuals that can ...
Are your sales people responsible?
Are your salespeople really responsible for their actions?
What level of sales performance do you allow?
As a sales manager how often do you discuss and review targets and goals with your team? How much do you let your employees ...
Ask for it!
A recent study in the sales sphere found that 60% to 80% of referred leads buy. They buy an average of 23% more than cold prospects. They are also four times more likely to refer you to other leads so it clearly pays to ask for ...