Tweak Your Biz » Sales

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…

Get up at 6.20am, go for a 2 mile jog, complete in 1 hour 14 minutes, burning 247 calories, I drink 1.5 litre’s of water and have in total 346 calories for breakfast. Our lives now consist of tracking metrics and setting personal targets. So why is it when it comes to tracking business metrics we become inadequately equipped to monitor the important aspects that keep a company riding high? I mention the tracking of our daily lifestyle because it’s become such a norm that we do it in our…

I bet you have been through this many times. You are sitting in front of a prospect, presenting your work. You know that it is good and you can do everything that the prospect needs. Your prospect is chatty too, commenting on your work and discussing their upcoming project that you could help them with. Everything is as it should be but, for some reason, the sale doesn’t want to happen. You don’t feel confident enough to openly ask for it and your prospect doesn’t give you any signs…

Your rival is doing well and you want a piece of the profits. You copy what they are doing, its a natural occurrence and usually everyone does it or even considers it. It could be a marketing campaign that mimics theirs or a product that you cut down the price on, its all somehow linked with the actions of the other. But you need to become the rival that everyone tries to copy, this involves changing and being ultimately different from the rest of your market. Costco Consider Costco which is…

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…