The Do’s and Don’ts of Rewarding your Team
Well-managed well throughout incentive programs plays an essential part in achieving and exceeding sales targets. If your incentives are adequately structured, they can result in a high level of motivation. Here are a few basic principles I recommend to my clients....
Secret Sales Tip – Morning tea or no thanks.
This secret or tip has worked almost every time I try it. Imagine this is your first call to your client; you have just inherited a client list from your sales manager; you know the one… “It's gold coated and will bring you thousands and thousands of dollars.” Or so...
Do you want to know what the top 10% of Salespeople do
80%..........Of all sales made after the fifth call48%..........Of all salespeople, call once and quit25%..........Call twice and quit10%..........Keep on calling These statistics are close to the mark in all selling forms, be it a service or product you sell. I think...
Preparing for the Journey
Building a sale is like building a home. Part of the reason people panic is that selling seems like a mysterious process. We can solve that mystery. Selling is like any other journey: the territory you are covering may be new to you, but it has been travelled before,...
Want to Know How to Make a Great Sales Presentation?
Showing people how they can personally profit from your product can be one of the more creative parts of the sales process. Consider the Dream Room at Gardner’s Mattress & More store. The Dream Room is a private mattress-testing room that allows a unique...
The Secret of a Fast Pitch.
In my blog The right advice at the right time, I talked about qualifying a client as part of your sales process before presenting your product or service. Sometimes, it’s also important to develop a script for shorter or elevator pitches. These, too, help you to...
The Amazing Secrets of The Best Salesman in the World.
In this week's blog, I talk about one of my favourite salespeople Joe Ades. Sadly Joe passed away a free years ago, but this story is a great lesson for us all. We are all in sales, and Joe, the millionaire Potato Peeler seller, was just one. A Showman Selling Potato...
More Than One Word Answers.
In our blog last week, we talked about keeping the client talking and asking questions that opened up a conversation. Are you Asking Open-Ended Questions? One way to do this is to ask open-ended questions. What are open-ended questions? Definition: Open-ended...
Do Open Questions Sell? Yes or No?
How do you coach your salespeople to have fun selling? People can learn to ask open-ended questions. I do a great exercise with salespeople called "What's in my pocket?" One of my best staff members, Stephen Pead, taught it to me. You secretly put something unusual in...
How to Keep your Clients Talking.
The Right Questions Over the last two weeks, the theme of my blogs has been questioned. The ones we ask ourselves and the ones we ask others. Many people struggle with sales because they think selling means using the tricks and techniques that slick salespeople use....