Articles under ‘Sales Meetings’

The other day I was asked a question which I know is a common issue so I thought I would share my response. The question was to do with broaching the subject of additional services where you could see a client had a need for them.

I was recently talking with a business owner who was struggling to sell more to an existing client. He could not understand why the client would not take his calls unless he wanted to buy something. ‘I really want to try and build a relationship but how is that possible if he will not meet [...]

One of the things that amazes me about small and medium sized businesses is how they struggle with lead generation from existing clients. This should be one of the easiest sales to make. There are three main reasons for this:

I had some heart warming news yesterday when someone who had attended my last Lead Conversion Masterclass told me excitedly how he had used one of the simple soft selling questions he learnt on the course and lead to a much bigger and smoother sale. He couldn’t believe how simple and yet powerful the approach [...]

I tend to work with people where they seem to have everything going for them in terms of business and yet something is just not quite working. In many cases they know HOW to sell but for some reason they are not getting enough business. I am going to do a separate article on self-motivation [...]

I was recently listening to one of my favourite audiobooks on sales as I painted my conservatory. It is the ‘Sales Advantage’ by Dale Carnegie. One of the most important skills that Dale Carnegie taught with respect to sales is the importance of seeing things from the perspective of your prospects and clients. I consider [...]

You have spent a lot of time and effort generating and qualifying a sales lead. The next stage is to meet the prospect and discover their wants and needs. You believe you have an ideal prospect….how do you make sure that you get the most from your sales meeting?…Read the rest of this entry »This [...]

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Consultative selling is essential for anyone selling business services or solutions. But how do you do it properly? In this consultative selling video mini-course I created through my sales coaching and business development coaching company, I explain the basics of consul…Read the rest of this entry »This resource is only available to members. Please Login [...]

Can dressing for success make a difference in sales?
In this recording leading image consultant Pauline Crawford explains why the way we present ourselves is so important the sales process and simple changes you can make in order to increase your impact with client…Read the rest of this entry »This resource is only available to members. [...]