Sales

The “WOW” factor

Posted: 15th November, 2021 in Case Studies, Customer Service, Marketing Services, Sales , Tips & Tricks, Training and mentoring

Customers are smarter than ever. They are educated, informed and can access so much information when looking to buy a product or service. As a result, they are more demanding and have higher expectations.

No matter how good our product or service might be, companies that only focus on meeting these expectations won’t necessarily cut it anymore. The challenge for any business is to be able to find ways to continuously exceed the customers’ expectations in a memorable, unique and workable manner. In other words, they need to focus on delivering a delightful customer experience every time they interact with customers.

Read more...

Building a healthy sales pipeline

Posted: 13th October, 2021 in Marketing Services, Sales , Tips & Tricks, Training and mentoring

A lot of salespeople will be familiar with the idea that sales is about three things - a positive attitude, clever sales techniques and working through the numbers.

Every day we put on our sales hat and apply an empathic and upbeat approach in our attitude to our customers.We develop and practice slick sales skills to connect with the customer, identify what they need and lead a conversation to the sale or positive outcome.

We work through the process of prospecting, presenting and managing the sale in order to bring it to a close. Yet, how many of us have figured out exactly how many leads we need? 

Read more...

Knowing what acronyms really mean?

Posted: 22nd September, 2021 in Case Studies, Customer Service, Sales , Tips & Tricks, Training and mentoring

Any time I think of how we use jargon and acronyms on a daily basis, I am reminded about how confusing it can be. Especially, as I am teleported back to a much earlier time in my career when I had a site visit with a client in the UK.

There were five of us in the room. Four members of the client’s team and me. I was a little outnumbered. Still, I felt very welcome.

There was great excitement that day, as we chatted about an upcoming sales project. We got stuck into discussing the logistics of the plan working out what we needed to do and by whom.

Everything was going smoothly and then I hit a wall.

Read more...

Asking for the appointment

Posted: 18th August, 2021 in Case Studies, Customer Service, Marketing Services, Sales , Tips & Tricks, Training and mentoring

A good salesperson knows the chance of closing a sale is higher when you get in front of the buyer. Sometimes this means setting up a meeting face-to-face, on the phone or via video link – especially with B2B or higher value sales.

Many people will simply ask for the appointment. And some prospects will say yes, just because you asked. Yet, I would ask how many times have we stopped to think – “Am I doing this right?  Am I missing out on opportunities by the way I ask?”

Timing is important when asking for the appointment. If we ask too soon, we can come across as pushy and turn people off. Too late and we can look uninterested or lame. It's all about getting it right.

Read more...

Don’t take things personally

Posted: 22nd June, 2021 in Case Studies, Customer Service, Sales , Tips & Tricks, Training and mentoring

Recently, I noticed a lot more front-line staff are feeling overwhelmed and stressed. Their customers are becoming exasperated and sometimes demanding, leading to more difficult conversations. 

I decided to research some useful techniques to manage these situations, when I came across a very interesting video entitled “Don’t take it personally”.

I was captivated by the short yet practical clip by a lady called Xandria Ooi; a well-known Malaysian writer, motivational speaker, TV and radio host. Ooi’s sums up her advice by giving three reasons why we should not take things personally when someone criticises, insults or gives us a backhanded compliment. Then she breaks them down one by one.

Read more...

< Previous   Next >