Over the years, I have seen many salespeople who have delivered what they believed to be great sales presentations, only to fall at the final hurdle. There are lots of reasons for not closing a sale including ‘poor presentation’, ‘lack of product knowledge’ and ‘failure to listen to the needs of the client’, but in my experience, one of the most common reasons is the fear of rejection. The fear of ‘No!’.
Archive for the ‘Direct sales’ Category
I heard a quote on the news recently that only hairdressers and coffee shops will survive the rise in online shopping. This got me thinking how it can really affect towns and communities and what they can possibly do about this eventuality.
If Businesses are viewing ‘cold calling’ as a sales activity that they don’t wish to do they are gravely mistaken… […]
Over the past few years ‘Cold-Calling’ had become a favored activity of choice to generate Sales as it is believed you can contact large numbers of ‘prospects’ in a short space of time. BUT, I heard that ‘Cold-Calling’ is dead… I have to disagree and here’s why;
An old professor had a simple, yet powerful formula for pre-qualifying opportunities and markets – that is the 3 Ps of pre-qualification. Can its application earlier in the sales cycle avoid a lot of set-backs and surprises?
While it oftentimes comes down to finances and customer service, don’t be surprised if some clients are not taking a second look at how your salespeople are showing up dressed for important meetings.
More and more professional buyers are adopting a ‘fortress mindset’ in their approach to dealing with sellers.
Regardless of where you are in the world, if you answered “no” to the question above, you can stop reading and go and do something more beneficial with your time…
With more sellers chasing fewer customers these days, do B2B buyers have the upper hand? Well, according to buyers themselves, the answers is yes. However…
Intel recently announced another advance in chip technology that is expected to result in a doubling of computer processing power. Now you may be wondering what computer chip technology has got to do with selling. Well, quite a lot as it turns out…