Tweak Your Biz » Sales

Sometimes sales just don’t want to happen. Sure, you work hard to find and meet new prospects, do your best to deliver powerful presentations and, nothing. It’s not a matter of talent, you know you are good at what you do, you have done some great projects to prove that. You feel that your work is strong but, you make no sales. It’s frustrating. Maybe you try to solve the problem by pushing extra hard, contact even more people in hope that someone will buy. Or perhaps you begin to…

Contrary to a common belief, not every prospect is worth investing your time and efforts into. In fact, most of the people you with your sales will not buy from you. And quite often it is not because of the quality of your efforts. Making a sale is a long process. It takes time and effort to win a new client for your business. There is the research that you need to do, prospecting, making the initial contact, meetings, presentations and follow ups. It could take weeks before you get any…

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!’. A personal experience Many years ago…

I heard a quote on the news recently that only hairdressers and coffee shops will survive the rise in online shopping. I thought that was very sad to hear although I would be one of the main culprits in this happening. I prefer to shop online, I’m very much an online person. Not liking crowds and not having the female shopping gene it has been my saviour a lot of the time. Possibly there are many people the same as me. This got me thinking how it can really affect towns and communities and…

If Businesses are viewing ‘cold calling’ as a sales activity that they don’t wish to do they are gravely mistaken… If they are not doing some sort of sales activity in the genre then they are missing an important part of their business growth.. Cold calling is a term that sends shivers down most sales peoples spines. And since my last blog it has become apparent that businesses and consumers alike find it horrific to do and horrific to receive. Mindset needs to…

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; I was recently at a Seminar when one of the business owners at my table said “cold-calling is dead”. I asked what had replaced it, he had no answer, but to tell me it was a…

With 2012 off and running, many small businesses are looking to make their return on investment (ROI) more productive than the last 12 months. In the event your company’s sales are lagging behind where they should be, it never hurts to stop and look at the head of sales and see if he or she is properly managing the team. First let it be known, no one is out to criticize the head of sales; just help them to be more productive, not only for individual benefit, but also the team. If your…

Recording the details of a sales meeting with a pen and paper divides a lot of professional salespeople. Some fear that it can be off putting and that it may even prevent the prospect from sharing information. They say that it can ruin the natural flow of the conversation and makes their questioning technique disjointed and less effective. I remain a firm believer in the value of taking notes, here’s why: Taking notes helps ensure correct selling structure – It assists you to…

You don’t have to answer this if you don’t want to but… how’s your blog different than others? I mean really different. I don’t mean the design, the content, or even the topic. What gives it an edge over others? Here’s the thing. As the web gets increasingly saturated with blogs – 175,000 created every day; two every second! - we have to find some angle to position your blog. Otherwise, it’s doesn’t get past the noise, right? The first answer is… find a Niche. But that…

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? Some Professorial Wisdom On Pre-qualification ‘A market is three things, the sales and marketing professor of an international school of business was often found saying: people who fit your profile with a problem and a purse’. While I first heard this definition…