Archive for July, 2008

Regional Sales Manager

Sunday, July 27th, 2008

Are you are Regional Sales Manager? or do you aspire to becoming a Regional Sales Manager?
If so do you understand how to motivate and control a sales force? Do you know how to train your sales force? How much sales training experience have you had? these are all questions requiring a real honest answer not […]

Stop Talking

Monday, July 21st, 2008

This has to be the single biggest problem any sales person has. Stop Talking! Most of the sales training I have seen lately seems to focus on “overcoming objections”, “how to handle difficult customers” and “How to close sales”.
The reality is most sales people yap, and they yap too much. Just think for one moment, […]

Sales Calls and the Telephone

Thursday, July 17th, 2008

What seems to be the problem with sales people and the telephone?
One of the most common phrases uttered by sales people is: “I will call you back” some even say “I will call you back in one hour” or “I will call you back later today”. If sales people say this why don’t they do […]

Apple Iphone 3G

Wednesday, July 16th, 2008

Is selling an Iphone 3g classified as making a major sale? Somehow I don’t think so as there is nothing short of a frenzy in the market place. Apple have done a stunning marketing job and somehow have made it near impossible to own a 3g phone without entering into a contract for a set […]

Buying In

Friday, July 11th, 2008

Here is an excellent description of why we need “buy in” it is from the book written in 2004 by Mark Walton “Generating Buy-In: Mastering the Language of Leadership”. This is particularly true if you are in Sales Training or making major sales.
 
However well-positioned, intelligent, or accomplished we are, to succeed in this twenty-first century, […]

Good Business or Bad Business?

Friday, July 4th, 2008

Continuing on from my previous post about Ray Woolf, here is an example of how we can get all this wrong.

Only two nights ago I visited a restaurant close to where I am living, here there was no English spoken.

The restaurant was nearly empty but it looked good. The menu was inviting and […]