Sales tips

6 Tips on How to Sell Value and Reposition Price

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One of the most widely reported reasons for a sale to stall is price. Salespeople often get stuck in the price conversation that only leads to the selling organisation discounting their offer, or the prospect going with another provider. But it needn’t be this way.

Clients and prospects get into these conversations because there’s nothing else for them to perceive as value besides the number next to the dollar sign.

The price is an arbitrary figure with no inherent ...

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Is your organisation your worst ‘Sales Blocker’?

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Many articles have been written about the many, many excuses salespeople come up with as to why they haven’t hit their sales targets, why they find it hard to sell, and so on.

The accusatory finger always seems to be pointing at the salespeople. This is sometimes fair; however, there are many reasons why salespeople are prevented from carrying out their sales duties effectively.

Let’s explore these blockers to better sales performance and see how we can remove them from ...

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Is a Net Promoter Score a valid predictor of customer loyalty?

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In your business travels you may have heard of the acronym NPS. It stands for Net Promoter Score.

Developed by Fred Reichheld of Bain & Company and Satmetrix in 2003, NPS is a management tool designed to gauge the loyalty of a firm’s customer relationships. It serves as an alternative to traditional customer satisfaction research and claims to be correlated with revenue growth. In short, it is a single question measure that asks customers to rate their intention of ...

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Are your salespeople stumbling at hello?

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We all want better sales performance and there are different ways to get there. A good starting point to understand what your team needs to sell better and improve their performance is assessing where they need help.

For example, through an attitude and activity based questionnaire you can measure if people avoid making phone calls to prospect, if they hesitate to prospect, and self-promote for new business. You can also identify how much initiative, energy and drive an individual ...

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This tip will help you close more sales

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How many times have we heard about the salesperson who is so excited about their products that they get caught up convincing the client to buy by continuing to list the benefits of their offer and missing the client’s buying signal only to lose the sale?  

The buyer gives the salesperson a clear buying signal like: ‘Where do I sign? When do we start? How many can I get?’ and so on.  And what does the salesperson do? ...

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Should clients pay for tender and RFP submissions?

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In principle, and ideally in practice, yes they should.

Why?

Because there is a lot of time, effort, money and IP that goes into preparing a tender or RFP (request for proposal). This also includes RFIs (request for information).

The companies requesting these tenders, RFPs and RFIs are freely benefiting from the expertise of suppliers if they are requesting highly detailed responses and expecting to pay nothing for this information. With the advent of software these companies can easily compare offerings ...

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How Retail Discount Advertising negatively impacts B2B Sales

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Fact – every business executive is a consumer.

Fact – every consumer, certainly here in Australia, is exposed to a barrage of discounting and sales offers from the retail sector.

In fact, on any given day, whether on TV, radio, billboard or online, we are bound to be exposed –in our experience- to at least 5-10 “discounting sales” or “discounted special offers” that are being promoted by companies selling everything from food to solar power, new homes to motors cars, ...

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Buyer Behaviours, AI & the Future of Sales Roles

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According to Gartner Research, by 2020 85% of interactions between businesses will be executed without human interaction. [i]

Automation has already diminished the number of people required for blue collar manufacturing roles; however, with the advent of AI (artificial intelligence), big data and algorithms, we are beginning to see sweeping changes happening across the once untouchable white collar sector, including the very people-oriented roles of sales, as many buyers shift part or all of their buying journey ...

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Why I want to tell you what to do, but I won’t, even if I know better

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We’ve all been there

How many times do we want to tell our clients what to do?

After only a few sentences uttered by them we, of course, know immediately what their issue is. We’ve seen it 10s or 100s of times before. It seems so obvious to us what they should do.

“If only they would just do this… it would be so much better/ save them so much time/ get them there faster/ make them safer, etc.” I hear ...

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The difference between Sales and Marketing Segmentation

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To segment or not to segment that is the question.

Traditionally, marketing has almost always dictated what a segment was. But sales segmentation and marketing segmentation are substantially different. In fact, it is these very differences that make sales strategy so different from marketing strategy.

Marketing defines segments as “A group of people that share one or more demographic and / or psychographic characteristics”.

However, salespeople deal with people, not groups.

Traditional segmentation usually takes into account how attractive a segment is ...

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