The Art of Closing
The art of closing is no laughing matter! In my book, sales is like stand-up comedy.
Sixth time lucky: the new sales mantra?
William Hickson had a point when he coined the phrase “If at first you don’t succeed, try, try, try again”. The only thing I’d say is that Will should have added a couple more ‘try’s to his proverb. Okay, this new phrase might not trip off the tongue as well as the original – certainly not…
Are You Asking Yourself The Right Questions?
Are you asking yourself the right questions? A self evaluating Health-Check is a great tool for managing the training process to identify key areas for development in driving performance. A regular health-check should only take 15 minutes to reflect and draw out key learnings, and the return on time spent is likely to be at…
The Real Buying Signals
Your salespeople would have to have the cognitive powers of a Stickle Brick not to recognise obvious verbal buying signals like “This is a great product” or “I really like it”. But – as I alluded to in my last blog – these aren’t the only indications that prospects are either interested or ready to…
7 Tips on closing the deal
Follow these 7 Tips and make “I’m sorry, I’ve changed my mind” a thing of the past. You’ve done the deal, you’re feeling fantastic – and then your client rings to say they might have made a mistake…
Overcoming the fear factor
The superstitious among you will surely have noticed that today is Friday 13th. Personally, I’m not convinced that this combination of day and date is any more ominous than others in the calendar. But I do admit I could be in the minority; studies show that up to 21million people in the States have a…