Archive for the 'Sales Tips' Category

Common Factors Affecting Your Sales Team Performance

Image Credit Maximizing your small business sales is crucial for surviving and thriving in the current competitive landscape. On the other hand, consistently missing your sales target could lead to trimming your operations until you eventually have to shut down. If your business is struggling with sales, now is a good time to determine what’s […]

Are you ready for PRIME TIME?

One of the key concepts of Personal Productivity Principles is the concept of PRIME TIME. Every time you have a task to do, you have to weigh the time/cost – value equation against your own “productivity expectation” and determine WHEN to do it. PRIME TIME is best explained with a telemarketing/sales example: PRIME TIME = […]

A sales sin you MUST avoid

Sales sins are basic, fundamental things that can instantly kill a sale. Everything is going well and when a sin is committed, everything stops dead in its tracks. The worst part is, it’s preventable. Yesterday, I was having a conversation with a client who had a qualified, experienced salesperson who committed one of the most […]

Ducks Quack – Eagles Soar

No one can make you serve customers well… That’s because great service is a choice.  Harvey Mackay, tells a wonderful story about a cab driver that proved this point. He was waiting in line for a ride at the airport. When a cab pulled up, the first thing Harvey noticed was that the taxi was […]

Top Gun Sales Strategies 4 of 4

The last of the Top Gun Sales Strategies is where all the cream is. Getting bigger sales with a higher repeat rate – in other words MORE people buying MORE from you MORE often. The strategy is to get them to RESOLVE to complete their order – PROPERLY so they get the full value and […]

Top Gun Sales Strategies 3 of 4

Once you have a suspect or prospect who has considered and decided to buy, the next step is to get him or her to commit. Committing means transactionalising the transfer of value from you to him/her. Guess what? This is the part where the men are separated from the boys so-to-speak, when the top sales […]

Top Gun Sales Strategies 2 of 4

In my previous blog post, I covered the first Top Gun Sales Strategy, getting a suspect or prospect to consider what you have to offer. Skipping that step is the #1 Sales Sin Salespeople commit. In their eagerness (desperation) to make the sale, they jump right into the ‘sell’… BIG mistake. You can’t decide something […]

Top Gun Sales Strategies 1 of 4

If you’ve attended any of my events, you probably know that I am averse to doing things the way everyone else does. I call it antimimeticisomorphism. One of the ways I was able to win sales awards early on in my career was the systemisation and automation of the sales process. It’s one of the […]