Selling Professional Services

Posted by:

Even the once exclusive professions of accounting, medicine, law and engineering have come to realise that they can no longer survive on referrals and reputation alone; that marketing the firm, whilst it stimulates awareness and interest, is not enough to generate the levels of new business needed to cover the costs of running a professional practice.

Decades ago these professionals relied on their network of referrals. They developed a reputation amongst a select group of their friends that made ...

Continue Reading →
0

Sell and Deliver Value or Commoditise

Posted by:

With business becoming much more complex and value harder to discern in product sales alone, business leaders have to make serious decisions about how to do business. In essence, they have two choices in terms of the way to run legitimate operations:

  1. Run a business that sells unique solutions or customised products/services and generates reasonable margins and delivers real value beyond product. This means stepping up their game, building out their sales team’s business acumen and solution selling capabilities ...
Continue Reading →
0

Everybody benefits from knowing how to prospect

Posted by:

Every business needs to prospect for new clients and customers, even non-sales people often need to reignite past business relationships and form new ones, internally or externally. You don’t need to be the primary salesperson or business development manager to be required to prospect well. Any call you make to another person whose attention you need to grab and focus on what you have to offer or propose is technically a prospecting call.

Continue Reading →

0

100 Prospecting Sprint

Posted by:

On your marks. Get set. Prospect!

Prospecting is the oxygen that fuels the sales fire. It is the ignition point that allows us to get in front of prospective buyers. Great sales people like great athletes do not leave prospecting to chance. They make sure that making prospecting sales calls features regularly in their weekly sales activities. Many experienced sales people make sure they do two or three 2 hour blocks of prospecting every week: calling ...

Continue Reading →
0

Would YOU listen to YOU?

Posted by:

Creating an effective prospecting programme

Many sales people, especially those new to sales, often take it personally when a prospect says ‘NO’ and fail to persist with their prospecting efforts while others turn prospecting into stalking not knowing how to engage a prospect effectively. Either way these people are failing to favourably and persistently position themselves with prospects thus limiting their sales opportunities further.

In sales there is a fine line between persistence and stalking a prospect. Did you know:

  • Over ...
Continue Reading →
0

Are you really listening or just waiting to speak?

Posted by:

Listen or thy tongue will keep thee deaf… – Native American Proverb

How long do we actually listen to another person before we start interrupting? How quickly do our own thoughts take over and we start thinking about what question to ask or what we need to say in reply even before they’ve finished speaking? Do we find ourselves interrupting the person to give our own opinion or finish their sentences before they are finished?

If this sounds like you, ...

Continue Reading →
0

Stop Throwing Sales People and Sales Managers into the Deep End

Posted by:

Isn’t it about time we stop throwing our sales people and sales managers in the deep end and expecting them to swim – or sell and lead with no support or training in this case? Isn’t it about time that we had frank conversations with our potential recruits about what sales and sales manager roles really entail and make sure our recruits really do have the skills, mindset and knowledge to take on the role ...

Continue Reading →
0

The real secret to sales success

Posted by:

How many times have we all been tempted to click on a link that offers us ‘the secret of sales success’ only to find a website or article that is promising a silver bullet ‘if only you do this one thing’ which doesn’t help us at all?

The business of sales excellence is like the diet industry, full of tempting offerings that lead us nowhere fast.

It is only natural that people want simple answers to complex problems. ‘The world ...

Continue Reading →
0

The Power of Optimism and Opportunity for Sales & Business

Posted by:

Bob Safian, Editor in Chief of Fast Company, said: “…Uncertainty reigns as rapid change disrupts expectations and social norms. Global leadership is fractured and economic conditions fluctuate widely. Specters loom, from climate change to cyberterrorism. The relentless pace can make you want to curl up in a corner, wary of what might come next. Or you can stare unblinkingly at this time of chaos and dig into the difficult work of building a better tomorrow.”

What do you see?

What ...

Continue Reading →
0

Sales Trend 3: Human Centred Selling – designing Empathetic Customer Centric Cultures

Posted by:

Sales Trend 3 from the Barrett 12 Sales Trends Report for 2018 is about Human Centred Selling.

Bestselling author and business icon Stephen Covey once said: “When you show deep empathy toward others … That’s when you can get more creative in solving problems”.

In this hyper connected world it’s easy to gain access to information and make simple online purchases that are transactional in nature; items that we know how to use ourselves. However, today there is so ...

Continue Reading →
0
Page 4 of 11 «...23456...»