Here is part II of my short article on sales training tips for handling cold calling objections... “I use someone else!” This is a very common objection and one which salespeople and business owners can get very upset about. What they often hear in their heads is, “So I have no need for you!” Try replacing that self-talk with, “Yes, and?” Obviously, you’re not going to say that out loud but that’s what you need to think to yourself! Clients change suppliers all of the time. Clients moan about their suppliers all of … [Read more...]
Sales Survey 2009, The State Of Sales In The UK
October 20, 2009 By Leave a Comment
I recently partnered Aaron Wallis sales recruitment in producing The State of Sales in the UK, a sales survey, the largest of it's kind in the UK. Over a period of 6 weeks nearly 800 sales professionals competed the survey and the answers made interesting reading. I am going to be talking about some of the finding and what they mean for you in future blog posts but for now here are the headline findings... An impressive 31% of sales professionals are currently over target (28% of respondents were non-targeted) and despite what the … [Read more...]
Sales Training & Business Tips From Better Business Focus
October 13, 2009 By 1 Comment
One of my sales training articles has again been picked up by Better Business Focus magazine, this time in the October issue. Better Business Focus concentrates on how succesful businesses in the UK compete and manage their organizations. This month's sales training article from me is my No Fear Cold Calling sales training tips and is feature alongside... Survival of the Fittest by Steve Smith Stop Chasing Your Tail & Get Real Results by Lorraine Pirrihi No Fear Cold Calling by Gavin Ingham Bestseller Business … [Read more...]
How To Get That Great Sales Job…
October 5, 2009 By 4 Comments
I get asked a lot of questions as a sales speaker and sales training consultant and this week I was asked a question by several salespeople and a magazine about how to position yourself to get that sales job in today's market so I thought that I would jot down my thoughts... 2009 has been a tough year. For many, a very tough year. I have written several sales training articles and reports about what salespeople, entrepreneurs and business owners need to do in today’s economy to succeed but what about salespeople looking for new sales … [Read more...]
Sales Training Tips For Handling Cold Calling Objections, Part I
October 1, 2009 By 5 Comments
One of the biggest challenges facing many salespeople is cold calling for new business meetings and winning new sales on the telephone. In many industries cold calling is the most cost effective way of uncovering new business opportunities. It is also an activity which strikes fear into the hearts of even some of the most proactive and confident of salespeople. Not surprisingly, therefore, it is one of the most commonly sought skills for sales training and sales development sessions. One of the reasons for this is the amount of rejection … [Read more...]
