Articles under ‘Sales Training’

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This is an edited recording of the teleseminar done by Andy Preston where he debunked some of the myths associated with closing the sale and presented a simple approach to closing which will prevent you from having to put any pressure at the end of the sales process.
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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 [...]

We know we should be making cold calls but how do we build up enough confidence to make the calls? and how to we increase the chances that the person we are calling is going to want to take our call
This video based mini-course is a cut down version of a full works…Read the rest [...]

Many accidental sales people struggle to do enough sales activity because they do not understand how to get themselves sufficiently motivated. Other feel motivated from time to time but it is not consistent.
This is a mini-course video with exercises designed to he…Read the rest of this entry »This resource is only available to members. Please [...]

You spend a lot of time, effort, and money winning a new customer. You treat them well and they come back for more and more, right? Are you sure? My experience this morning with the service department of a prestige car dealer is beyond belief.

We have bought a similar car from them several times over. We are perfectly happy with the car and the sales person is a delight to deal with. He should definitely be nominated for ‘Soft Seller of the year’ prize.

My wife called to book a service and was faced by someone on the service desk who was rather rude to her. My wife queried something mentioned and asked me to call the service manager. I was astonished at how rude the manager was, especially as this was a prestige car brand. Not only was the person on the service desk rude but also the manager too! At the end of the call I made a mental decision not to buy a car from that dealership again. I made a call to the sales person who was good about it and undertook to investigate. Quite rightly he was concerned with a techie upsetting his regular customers. He managed to staying loyal but never getting the car serviced there again.

It got me thinking about all the different parts of a business that can potentially undo the good work of your sales and marketing. The person who answers the phone; the people who deliver the products and services; the accounts department chasing the debts. Any company that values customer service would ensure that all parts of the organisation that interact with the customer help to increase sales and do not to drive them away (pardon the pun!)

It might just be worth checking that all parts of your customer experience is supporting you rather than making your sales job harder!

In this recording I am interviewing David Festenstein on how to gain appointments with senior executives within large companies. David does this professionally for IT companies and is sharing his his 7 golden secrets which he has developed over many years of experience. O…Read the rest of this entry »This resource is only available to [...]

The thought of cold calling fills you with dread. You need more leads. Surely there must be some alternatives! This e-book is the transcription of me being interviewed by journalist Chantal Cooke about how to generate leads without cold calling and is available for member…Read the rest of this entry »This resource is only available [...]

You are an accidental sales person and you hate the idea of selling. You know you have to anyway as you have a mortgage to pay and a family to feed! How do you go about increasing your confidence in selling?
Around a year ago I produced a podcast on this topic wit…Read the rest [...]

I was at a networking meeting the other day and I was chatting to a lawyer. We were talking about sales reluctance and he said ‘oh, we don’t do sales in our firm – we do business development!’ I asked him what he meant by business development and it was clear from his response that his firm used the term as a mental trick in order to feel better about sales activity.

If you hate the idea of selling but need to sell anyway then referring to sales as ‘business development’ is part of the problem not part of the solution. Its only when you embrace sales and acknowledge that you currently find it uncomfortable that you start to make progress in overcoming sales reluctance.