Sales training tips for handling cold calling objections, part III
Here is part III of my short sales training article on handling cold calling objections… “I’ve had a bad experience with your company in the past!” As objections go this one is slightly different as it may not be an objection at all, it could potentially be a complaint. For this reason it needs to be dealt with as a complaint to avoid stirring it up into something more. Most salespeople... [Read more]
Sales training tips for handling cold calling objections, part II
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... [Read more]
Sales Survey 2009, The State of Sales in the UK
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... [Read more]
Sales training & business tips from Better Business Focus…
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... [Read more]
How to get that great sales job…
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... [Read more]
Sales training tips for handling cold calling objections, part I
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... [Read more]
Sales Training Tips from Better Business Focus Magazine
Check out the September 2009 issue of Better Business Focus Magazine for sales training tips and strategies. Along with one of my articles you will find: The Sales Director’s New Clothes by Mark Savinson 1o Ways to Manage Cashflow Reach for the Sky by Andrew Griffiths Quality Recruiting by John Salisbury Cookie Perks… A Way to Build Your Customer Service by John Stanley Bestseller Business... [Read more]
Sales training tips – it’s not all about you, you know!
What are your goals? What are your aims? How many sales do you need to make this month? What is your annual sales target? What does your product or service do? How much sales activity do you need to do every month? How many cold calls do you need to make to close enough sales? How many networking meetings do you need to attend? How many client sales meetings do you need to run? How many sales presentations... [Read more]
Check out this loser!
Check out this loser… 1831 – Lost his job 1832 – Defeated in run for Illinois State Legislature 1833 – Failed in business 1835 – Sweetheart died 1836 – Had nervous breakdown 1838 – Defeated in run for Illinois House Speaker 1843 – Defeated in run for nomination for U.S. Congress 1848 – Lost re-nomination 1849 – Rejected for land officer position 1854... [Read more]
Sales training tip: Know your sales ratios
When I ask salespeople and business owners what their ratios and conversion rates are, few know. They cannot answer simple questions like… How many calls do you need to make to get a meeting? How many mail shots do you need to send to get your quota of inbound leads? How many meetings do you need to chair to get a qualified opportunity? What percentage of qualified opportunities will result in... [Read more]
