Articles under ‘Starting Selling’

I was running a sales training course the other day and I was covering how to make cross selling to existing customers easier by increasing the range of products and services on offer. One attendee said:
‘I am an aroma therapist – does that mean to give different types of therapy such as reflexology?’

You can avoid some serious diseases by receiving an inoculation. The smallpox inoculation works by infecting an individual with a mild case of smallpox and the body builds up natural defenses. In a similar way, you can inoculate prospects against serious price objections by using the concept of inoculation. This will help enormously when closing [...]

With relationship based selling, the clue is in the title! To be successful with this type of selling you need to be developing and extending relationships. The activity is similar to networking except you are building a network within the client account. Seek to keep updated with what is going on and also expand your [...]

A big thank you to Jeremy Jacobs for joining me on the web-cast last night, talking about ‘The Sound of Success’. The issue behind the web-cast was that when our first contact with a prospect is via the telephone then the first impression formed is almost entirely affected by our voice. A first [...]

It seems that most people are perfectly capable of speaking when sitting down. Get them to stand up and talk, even for just a minute, and their legs turn to jelly! I can remember when I first started to speak in public my knees knocked so loudly no one could hear what I had to [...]

I live in a traditional English village. There is the normal pub, church, pond, and a village green where they play cricket on the weekends. I am not a big cricket fan myself but it does look lovely to have a cricket match going on with spectators sitting on rugs and having a picnic.

I am sure you have heard the ubiquitous phrase ‘You never get a second chance to make a first impression’. It’s used so often that it has become a bit of a cliché. We hear it. We nod and say ‘yes how true’ yet we forget to check what sort of an impression we are [...]

Starting up in business can be an exciting time but also a daunting time too and in the excitement of getting things going, people often overlook the obvious. Profitable sales are the lifeblood of any business and selling is a skill. Without sales there is no business and for most starting a new business there [...]

Sales is the lifeblood of any business and profitable sales is the starting point towards cash in the bank. No cash means No business. For many businesses in the recession sales provide them with their regular source of cash. Most business owners understand this intellectually and yet at some level many people who start a [...]

In this entertaining podcast I interview Mike Southon co-author of Beermat Entrepreneur and Sales on a Beermat.
Mike runs through the three elements of sales featured in his book:

Be Liked – why it is essential to focus on prospects that like you…Read the rest of this entry »This resource is only available to members. Please Login [...]