For anyone in sales or business, you definitely will want to know why sales fail or fall through. To me, it comes back to two main factors – the salesperson and the buyer. Sure, the salesperson will have additional aspects affecting them, such as the branding and reputation of the business they work for, but…
If you’re in business, then reality is, you’ve got sales to action, so of course your sales conversion rate is important. As an experienced business coach and marketer, I know some people just say “so do more marketing” but can be wasteful. Firstly, you’re wasting marketing dollars with potentially ineffective means to convert those opportunities…
I was recently asked to speak at a business networking group, and chose the very popular subject of sales (tips). It was interesting, some of the participants said there were some items in my presentation they knew, but they were not doing. The reminder was timely. Even if you feel you’re good at sales, still…
Introverts can be exceedingly successful, including doing exceedingly well in sales roles. Michael Jordan, JK Rowling, Bill Gates, President Obama and even Christina Aguilera who gets up and belts out a tune are all introverts. Introverts don’t automatically lack confidence or self-belief or have to be shy. Interestingly, up to 40% of the population are…
There are many skills that business owners (and salespeople) need and that is selling. Understanding the psychology behind a sale will give you a helping hand when it comes to successfully closing a deal, quote or transaction. Generally speaking, there are three main types of sales: Product selling where you focus on the product…
In all my decades of business coaching and helping clients with their marketing and sales, I’ve found that many business owners find that sales is quite daunting, and dare I say, scary. Sales however doesn’t have to be scary or intimidating or something you’d like to avoid like the plague. It can be very satisfying,…
Some business owners really do struggle getting their team to help with the selling. There are a whole lot of reasons for this. But firstly, why should staff help with selling? Well, for a start, when we are working with existing customers, there is always an opportunity to sell and upsell. It doesn’t matter if…
This seems like a fairly simple question, and yet it is one which I find some clients struggle to answer and clearly articulate. Who is their ideal customer? Who are they selling to? As an experienced business coach and marketer, I then often get asked the question: “Does it matter who I’m selling to? As…
Some business owners struggle to sell, let alone upsell. The upsell doesn’t have to be a ‘hard sell’. It also doesn’t need to be difficult. Did you know, that in a service-based business, once you do business with someone, all you have to do is ask? Offer an upsell and 50% (yes 50%) of your…
To succeed in business you do require self-discipline. To me, discipline is not a bad thing. Many people balk at the idea of discipline and if you look up the meaning of ‘discipline’ it is “the practice of training people to obey rules or a code of behaviour, using punishment to correct disobedience.” – I…