I always say, if you are in business then you are in sales as you need to sell your products or services. Tenacity is important in the sales process as well. A no is not a definite no forever, it’s a no for now or for the particular product or…
We work so hard in our marketing and bringing in the leads, but reality is that if you don’t have a reasonable conversion rate, then you’re just wasting your marketing dollars and losing opportunities. There are things we do that cause sales blunders, and we do not know it. To calculate…
Believe it or not, almost everyone negotiates every day of their life. “Mum, can I empty the bins when this program finishes?” is a negotiation. An employee asking for a pay rise is a negotiation. A person selling a product or service is sure to involve some negotiating. Naturally, of course, serious negotiations involve so…
Being in business is a positive thing. Having sales is a good thing. But getting paid is the absolute necessary thing for your business to thrive. Here are 21 ways to ensure you get paid: 1. Requesting a deposit amount from your customer when you sign the contract. In…
I know as a business coach that getting paid is a constant pain for business owners. Bad debts, cash flow challenges and slow payers can be serious challenges. We do a great job, deliver the product or service and then sit back waiting (sometimes forever) to get that hard-earned dollar back in our pocket. …
Over 85% of business comes from referrals! I read this stat in a book. I strongly believe a large percentage of business comes about through referrals – directly or indirectly as a recommendation. Remember that when you view someone’s website and read a recommendation saying how great that business is…
We all want more customers, more sales and more profits. Well, most of us do. As a business coach, I’m sometimes working with business owners who do not want more sales, just either smoother business operations or better quality of business – but that’s a whole other blog. Because most of…
Being successful in your sales meeting with a prospective client does not just end there. Why? The gold is in the follow-up. Many small business owners walk out of a sales meeting, away from a quotation job, or hang up from a prospective phone call and stop. Learn how to win clients through follow-up. Read…
In sales, many people believe that receiving an objection is a bad sign. However, if you approach the objection in the right way, then it helps you realize that this is actually a good sign – or rather a great sign. When someone gives you an objection they are essentially saying “I am not convinced…
One of the simplest (and quickest) ways that a salesperson can fail is by not preparing themselves beforehand for a sales meeting. It is crucial, not just to portray the right behaviour and wear the right attire, but also to have enough knowledge about the person you are about to have a meeting with. This…