How to make successful cold calls

Posted: 24th September, 2018 in Case Studies, Marketing Services, Sales , Tips & Tricks, Training and mentoring

With the surge of social media in the last 20 years, we have seen a significant shift in the way we communicate with customers. and promote our products and services. Technology has certainly revolutionised how we do business. To remain competitive, we need to embrace these new changes and adopt them in our business.

Still, we must remember that 'people buy from people' and building relationships is the foundation of sales. So, we need to talk to our customers and prospects too.

And whilst there are so many ways to communicate with customers and create new leads, I firmly believe cold calling is still one of the most effective ways for selling to the business-to-business (B2B) market. Carried out correctly and in the right circumstances, it’s a proven technique for generating new leads.

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Dealing with rejection in sales

Posted: 24th August, 2018 in Customer Service, Sales , Tips & Tricks, Training and mentoring

If someone was to ask me what are the attributes a good sales person needs to have to work in the industry, I would tell them they need a positive attitude, a friendly manner, an interest in others, combined with heaps of tenacity and a thick skin.

Sales can be a tough game as you are often rejected. Yet, it’s tremendously satisfying. Sales people tell me the sense of satisfaction they experience each time they close a sale is similar to the feeling when you reach the top of a summit.In that one instant you can forget the graft it took to get up the mountain.

And knowing what you are selling can help to satisfy a need or perhaps resolve an issue for a company or individual is the icing on the cake too.

Staying positive, focused and determined is ultimately the goal of a good salesperson. But, we will be rejected.  So, what can help us deal with sales rejection on a daily basis?

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9 ways to better manage your day

Posted: 9th July, 2018 in Case Studies, Marketing Services, PR & press, Tips & Tricks, Training and mentoring

How many times have you started the day wishing you had more time? And thinking how wonderful it would be if someone could miraculously grant you an extra hour or two to help you get through the long list of tasks, meetings and calls you need to complete in your day? 

I am sure most of us can relate to these experiences. Yet, the question is - how often do we begin our day already stressed and overwhelmed?  How many times have we gone around in circles worrying about how much we have to do and getting nothing done?

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When is the “positive sandwich” appropriate to use?

Posted: 11th June, 2018 in Case Studies, Customer Service, Marketing Services, Sales , Tips & Tricks, Training and mentoring

Many people will be familiar with the concept of the “positive sandwich” and others may wonder what it is? 

Rather like a sandwich, the two pieces of bread represent positive feedback whilst the filling sitting in the middle signifies the negative comment or corrective action needed. 

Often, people use it to give someone negative feedback and make suggestions in the management of employees, in sales and customer service. 

I fully understand some people are sceptical of the concept, believing it may come across as pandering, false or by watering down the problem, making it an ineffective tool. It may be impractical at times, but I think this happens when we use it incorrectly or in the wrong circumstances.

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Have you adopted “the busy restaurant syndrome”?

Posted: 24th May, 2018 in Case Studies, Marketing Services, Sales , Tips & Tricks, Training and mentoring

Do you know that feeling when you are holidays and walking down the street looking for a restaurant? You are not familiar with the area and the place is bussing with lots of people. There are plenty of choices, yet you don’t know which one to choose.

Some restaurants are busy, some half full and others empty. So, which one do you pick? 

Each time I ask this question in training, most people tell me they would choose the busy one. When I ask why I get similar responses.

They assume it must be good if everyone else is going there. Sometimes they even say they are just drawn to it. So, what does this say about us as people, as buyers or even the human condition?

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