Cold Calling in a Competitive Climate (Intro Course)
Are you finding cold calling tough in these difficult times? Need to know how overcome reluctance, become more assertive, use the right tone of voice, then click here
Ten Top Sales Tips for Sales Success
The following tips are tried and true … proven to be effective for companies across a wide diversity of industries and in many different geographic areas. Often, the key to success is being flexible and open-minded about trying something new. If you already have these tips in your arsenal of tricks, then consider this a refresher.
Top Irish Sales Expert Gains International Recognition
Niall Devitt, sales consultant and founder of Beyond the Boardroom, has been invited to join the Top Sales Experts team. TSE was set up to bring together the finest collection of sales gurus ever assembled in one location.
“Strategic Selling in the Current Environment”
As part of the new focus on Selling in the FMCG sector, this seminar is specifically targeted at sales representatives and sales managers operating in the FMCG space.
If you are interested in developing your ability to target this important sector this is a must attend event for you.
3 Simple Steps to using Emails as a Sales Tool
Emailing is now undoubtedly the main means of communication between businesses and business people. I would continue to advise salespeople to always try to speak directly to prospects where possible. There are times however that e-mailing is the only available option so the ability to craft effective e-mails is now a very necessary sales skill.
Talk Your Way to Success
It is no secret…financial times are tough. Surviving this business climate requires discipline, planning, creativity, and quite a bit of luck. Everyone is selling, be it an idea, a product, a service, or even a point of view. So, how are you going to stand out from the crowd and have your voice heard above all the rest?
3 Simple Steps to using Emails as a Sales Tool
Emailing is now undoubtedly the main means of communication between businesses and business people. I would continue to advise salespeople to always try to speak directly to prospects where possible. There are times however that e-mailing is the only available option so the ability to craft effective e-mails is now a very necessary sales skill.
Good Customer Relations - Now More Than Ever
Did you know that increasing your customer retention by as little as 5% can boost your profits by at least 80%? Also, did you know that it is more cost effective to improve and maintain good relations with existing customers than to attract new ones?
Customer Care Training Courses provide participants with the skills required to effectively maintain positive customer interaction.
How Coaching your Clients can Ramp up Your Sales
If there is one skill to really develop in meeting the current climate head on, it questioning and coaching your clients. If you were a sales professional who wanted to become better at coaching, how would you go about it now? Here are some thoughts on that and a few sample questions to use over the next month and see the difference it makes to your sales conversations and your sales close rate.
DO AS I SAY, NOT AS I DO!
A third of Irish Sales & Marketing professionals would not want to see their children doing their job.
Sales Leadership & Motivation
Sales Training of the Month.
Closers Club Event 2008 - Feedback
The Closers Club Event, held on the 9th of September this year, was a huge success. Read on to see all the feedback from the attendees, photos from the night and find out how you can sign up for our next event.
Why People Do and Don't Buy From You
Whether your selling yourself in a job interview…or selling a product and service, when you land that new sales job, here are 5 reasons on why people don’t buy (from) you or and 5 reasons why they buy your offering.
Guidelines For Martians Who Sell in Venus
While there are of course many similarities in how men and women reach purchasing decisions, there are also important differences. From a man’s point of view, the key is been able to understand what these are and to be aware of them when selling to a women. The following are some easy to follow guidelines for men who sell to women.
Be PREPARED to Network!
What is your plan when it comes to networking? Do you have a plan, an area of focus or do you let it just happen naturally? In business, if you want anything to have a return, you need to plan your path, pick your tools, and leave as little as possible to chance!
So, having decided on your networking plan or goals, here are three of the many tools that can help you to succeed.
Conquer E-Mail Before it Conquers You
Many people feel they have too much to do with too little time and their Inbox rules them, If you aren’t careful, technology can actually increase your workload rather than increase your productivity.
Whether you receive 30 e-mails a day or three, you can enhance your personal productivity by using these tips for dealing with e-mail.
Why Cold Calling does NOT work, using traditional methods
So what is the secret to highly successful cold calling? Why is it that some people always seem to get the appointment? Do they use some new fangled tricks that you can only learn at hugely expensive telesales training courses? If you want to find a simple way of boosting your sales, using the phone, without the rejection, then read the rest of this article. So what do you do next - you ask them what I call a "problem statement" question.
Getting Past Gatekeepers - 21 Strategies for Reaching Decision Makers
Does it sometime seem as though hiring managers and customers are residing in a gated community? As a job seeker or salesperson, you don't have to grope for the access code. Learn how to reach decision makers so you too can enter the gates of success.
Handling Stalls and Delays - Part Two
Art Sobczak previously gave us tips on how to qualify reasons for a delay in a decision from your potential client, now he further illustrates how best to get your prospect to move forward with a decision without waiting!
Tips for Dealing with Gatekeepers
There are many conflicting opinions out there on the subject of how best to deal with gatekeepers. Even the foremost sales trainers rarely agree on how best to approach the subject. Read these ten tips on how best to break through the barrier.
Beat the (Voicemail) Answer Phone: Telesales
It is not surprising that so many sales reps complain about not having their voicemail messages returned. Judging by the dozen or so voice mails I have received from sales people over the past couple of weeks the reason is obvious: they are rubbish!
The Importance of Tone of Voice
Is telemarketing a good idea? Of course it is. Take a look around at the world of sales today. More and more companies are using Call centers as a way to reach their customers. It just makes sense.
Ten Deadly Sales Sins
Recently a customer of mine asked me to come up with a list of common mistakes made by salespeople so that she could hand it out to their sales team. I decided to keep it simple and limit the list to ten, which I have called The Ten Deadly Sales Sins.
The One Minute Pitch
I often refer to the one minute pitch as the grandmother pitch – you must keep it simple enough that your grandmother could understand your product. We get approximately 15 seconds to create an impression.
Are You A Professional?
Over the years I have read a variety of definitions of what a ‘professional’ salesperson is. Many of these have dealt with the various skills and attitudes that professionals demonstrate while other focused on behaviors and outcomes or results that these people achieve.
Networking as a Key Competency for Sales Executives
Networking is a core competency vital for all entrepreneurs and those wishing to develop their business’ profitability. For sales experts, networking is a core skill for the development of a successful career. Here are some further tips to ensure your networking is effective:-
Back to the Well
Going back to an old customer can be awkward. Get over it. Former clients offer your best chances of all for making a sale. Here are a few tips to rejuvenate that old business relationship — the right way.
Confident Conversations
“How do you contact strangers? You don’t you make friends first”
Engaging in confident conversations. This is an acquired skill, a skill you already have that we will work on perfecting over the next few minutes. In contacting prospects always think though the following Conversation Principles
Listening as a Core Tool to Selling
I am sure you will agree that when you interrupt someone, finish their sentence, talk too much or respond too quickly, it’s like stomping on the tree before it’s even had a chance to produce fruit. No where is this more important than in sales.
Sales Preparation On The Move
New software to assist busy sales executives get maximum return for their available selling time.
Improve The Way You Sound & Avoid Negative Questions
Improve the way you sound. You might have a great product or service with extraordinary value, even if you have stellar sales skills, perhaps you're too slow, too fast, monotone, too loud, too soft, nasal, whiney, or maybe you possess one of the other common speaking problems. There are several points here that are elementary, but carry so much impact. And they're violated regularly. Learn more..
How To Make a Sales Presentation with No Resistance
How well do you tell your sales story with power, believability, and behaviour? How effective are you at virtually guaranteeing that your prospect will become a customer?
“LinkedIn” The Most Progressive Free Business Development Tool
LinkedIn is a leading online business network with executives and professionals across the globe. Its referral-only approach has attracted an elite group of business people. Cromac Kelly one of Irelands top LinkedIn Networkers outlines for us how to use LinkedIn to maximum effect
Learn To Hate Sales Proposals
“OK, send me a sales proposal ….. email it to me and we’ll talk in a week”.
You’ve cracked it!. You are the first person from your company ever to get in front of this hard to reach buyer, and he has asked you to give him a proposal! So you spend two days getting the proposal just right, you have the plebs running in all directions for precise technical info……and three weeks later wonder why you can’t get him to talk to you to discuss the finer points. Learn to hate sales proposals and reasons not to do them!
When To Send Literature
Sooner or later, a prospect is going to tell you, "Send literature." It's a natural response to a salesperson. It's an easy way to reject the salesperson without getting personal. Before you agree to send literature, ask yourself, "Why is the prospect requesting literature? Is this a sign of no interest?"
The Intrigue Syndrome - Getting A Response To Your VoiceMail
Have you read any novels by John Grisham, Tom Clancy, Anne Perry, Nelson DeMille or perhaps Patricia Cornell? They have the uncanny ability to draw you in, to get you to read the next paragraph, the next page and the chapter beyond even though it is well past midnight.
Make Voice Mail Work For You
'I can never get through to decision makers - all I ever get is their voice mail!' Sound familiar? The new gatekeeper in the sales process is electronic - it's voice mail! So what to do? You, getting a meeting with the decision maker, depends on how motivated they are after listening to your message. So this sales tip will focus on how to plan for and execute voice mail messages that will get desired results.
The Handshake - Sean Weafer - Audio
The power of the handshake and how you make sure its used correctly with clients. AUDIO. [ Download/View File ],
How to Handle a “Prospect Group or Team” during a Sales Presentation
Have you ever found yourself having to present to a team of people or prospect group from the same company ? In cases like these it is common to find that you are dealing with several different individuals, all decision makers and influencers and all with different communication styles. Let’s look at six different types that you could meet and some possible solutions.
Building Rappore by Annette Kinne
Unless you are selling hotdogs to a starving football crowd outside Croke Park or Lansdowne Road and there is no competition, then building rapport with your prospective customer is essential.
Presentation Skills Tips with Dave Malone
Too many people think that presentations are a matter of life and death and hide behind layers of technology and slides. Most of us respond to a request for a presentation by abandoning reason and look to generate presentations and documents that we would be loathe to receive ourselves.
Power-Point Slides - Lights, Camera, and Boredom! - Dave Malone of Evolve
So there you are. You have finally got the three decision makers in front of you in the boardroom. You dim the lights, now for the action! However, you talk to the screen, you read out every line, you proceed to cover every detail of your solution, slide after slide, and you bore people to death!
Make More Impact With Your Sales Letters! by Dave Malone Evolve Consultants
Effective sales letters are about what the prospect "will get," not about what "you offer." Prospects will read your letters with one question in mind: "What`s in it for me?" - (W.I.I.F.M)
Watch Out for Power Thieves - by Paul Lanigan
When you have to speak to a group or do a presentation, do you ever find yourself saying things like, “I’m not an expert on this topic, but . . These expressions all have the same thing in common. They cause your audience to wonder why you – and especially they – are there.
Presenting with Impact!(TM)
This programme, Presenting yourself with IMPACT!, prescribes a series of 21 action steps that great speakers take to win over their audiences. These actions work in almost any speaking context, whether presenting to a few people or to an audience of a thousand.
Top Ten Errors Made By Sales People When Using The Phone by Art Sobczak
Based on observing, listening to, receiving, and placing thousands of sales calls, I`ve put together my list of the Top 10 Errors Made by Sales People When Using the Phone. The list details the most heinous, avoidable errors sales reps commit every day - miscues that sabotage their sales efforts.
10 Second Lead Follow up
The impressions you make during the first ten seconds can make or break following-up a lead on the phone. Plan your approach by asking yourself these questions.
Get Serious About Your Telephone Prospecting by Dave Malone
When it comes to prospecting by phone the old saying ‘fail to prepare then prepare to fail’ is very true. Following is a short article to help you to start thinking more strategically about your prospecting by phone
Quotations Tell...Proposals Sell! Maitiu MacCabe, CEO Great Expectations Coaching
Selling proposals are ideally designed with seven sections. These sections must be used in the proper order. They are:
Managing Major Accounts - The 5 Key Initial Questions by Siobhan McAleer, IMI
Over the past decade most B2B customers have changed the way they buy from suppliers as they have adopted WCM standards. A key part of this has been the reduction of the supplier base and a change in the relationship style in dealing with suppliers. Supplier numbers have been reduced typically by 75% while the relationship style is now more open and co-operative, aimed at building value while reducing costs and maintaining profits for both parties.
The 4 C`s of Selling with Confidence by Sean Weafer
There are four C’s to effective sales confidence which I find helpful to remember when I am either selling my business or coaching others to achieve maximum performance when selling themselves. They are Credibility:Clarity:Control and Competence.
Don't Sound Like A Sales Person
So how`s that for a ground-breaking, deep, high-level psychologically-advanced sales tip this week? That`s right, try to make every call sound like you`re calling a good friend.
2 Minute Selling - Building Powerful Sales Rapport - Sean Weafer
Rapport is the key to successful sales relationships. There are specific things we use to ensure that we create the strongest rapport possible with people. These are summarised in what I call the “7-Step Rapport Process”.
10 Negotiation Tips from Women in the Trenches Revealed
With a wealth of advice on business negotiations available on line and in bookstores today, business women should have all the information they need to become skilled negotiators. However according to CareerWomen.com, the leading source of women’s career information online, women still find that their most useful negotiation tips come from other women.
Why Good Business Communication Demands More than the ‘Gift of the Gab’
Many of us in the business world take communication for granted. We equate it with conversation, and blithely assume that what gets us by in our home or social lives is adequate to the demands of the workplace. But there’s a lot more to corporate communication than the’ gift of the gab’.
Handling Complaints Successfully - Every Time by Fran O’Reilly , Amaze
If you are like most of the sales professionals I work with everyday, you have had lots of experience in handling complaints. Alternatively, you are one of the people who dread getting that phone call where you know you are required to possibly defend your performance or that of your organisation.
Your Most Powerful Selling Tool - Your Voice! By Loretto Maher
Movie stars Whoopi Goldberg, Pierce Brosnan and Robbie Coltrane have something in common with successful Irish salespersons, chief executives, telesales and call centre operatives and many top rate company spokespersons.
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