Tweak Your Biz » Sales

Much has been written about how Web 2.0 and social media have changed everything. Rubbish. The fundamentals of business are unchanged. What has altered slightly is the average attention span – and how we process information. People are becoming ever more skilled at detecting waffle and cutting it out. So make sure you are very clear on the point you have to make, and how you will get that point across. Focus and Clarity – a killer combination For top sales achievers the customer has…

Simon was a colleague of mine until Friday. He worked in IT support and was always there to sort me out when my computer refused to play ball, the projector stopped working or I couldn’t print properly. Simon is a genius with IT, and was always my first point of call whenever anything went wrong. Bad Communicator Simon is, however, not perfect. He is a terrible communicator. He mumbles everything he says, he constantly sounds bored, and it is on occasion embarrassing to ask him to repeat…

Small businesses need to maximize their profits at every turn. Even a seemingly simple decision – such as which credit card processing service to use – can have a significant impact on your bottom line. If you’re going to stay in business, you have to understand where your money is going. So, how do you know if you’re paying too much in credit card processing fees? More importantly, what can you do about it? Here are some warning signs that you might be paying more than you should in…

Keeping track of your customers – and potential customers – is a must in every sales driven business, yet a surprising number of companies do not have any formal, standardised way for staff to monitor their relationships with customers. CRM stands for Customer Relationship Management and it really is an essential for any business that has an involved sales process or that has a team of people working in sales. At a very basic level the purpose of a Sales CRM System is to organise…

In most parts of Asia, business cultures can be very opaque and unpredictable. For many western firms looking to leverage Asia’s explosive growth to expand their B2B sales, such business environments can be quite baffling. Typically in Europe, North America, Australia/New Zealand, transparency is the norm. Trained sales professionals and business executives are able to assess whether they will be awarded a given B2B contract or project. In Asia, expect the unpredictable In Asia-Pacific…

We don’t ever want to buy anything; it’s down to the product or person persuading our emotions to change our minds. As a sales person you receive a certain amount of training that always highlights the main features of whatever you are selling, with your tele sales training/script you are also programmed into ‘knowing’ what your customer wants and how to give that to them. Reality Check! You don’t and neither does your company. These are the 3 major questions a customer…

The one thing we business people love to talk about most is ourselves. We love to brag about our projects, skills, achievements or anything else that makes us special, even if it’s in our eyes only. There are no exceptions here. In spite of how successful you are, talking about what you have done makes you feel better about yourself. The trouble is though, bragging is not something you can do too often. At least not when you are selling. You can’t go to your clients office and talk…

Building and leveraging strong relationships is what is expected of sales professionals. In fact, one of the key criteria sales leaders focus on when hiring new sales rep’s is their ability to build and leverage great relationships. In Asia Pac, even more so than in Europe or North America, relationships are everything, and lots of experienced business executives in the Region tend to think that it’s who you know, more than what you know, that matters to drive your sales engagements to…

It’s pretty simple, qualify hard and make sure it’s done early enough that the deal practically closes itself. A client that is qualified early in the process is one that makes the closing part super easy, why? Because it means that little effort and consideration needs to be put into what angle you need to take to get the deal done and dusted. So we have put together the 5 steps you need to qualify hard and early which will abolish the dreary sales approach you may have and put less stress…

We have our business up and running, we are covering our costs, we may be making a profit and now we want to grow that profit. The initial thought is to get a ‘buddy’ to help out and do some ‘commission only’ sales. I know that because I used to be that buddy… “Ah, Tor will ya do a bit of sales for me?” If I had a euro for every time I heard that, well I’d be rather rich now  This is asked because it’s a ‘no risk’ option to the…