Telesales: to script or not to script
Most call centres work with a script for their agents to read out. You can write a perfect script which will guide the rep and take the rep through the pitch word for word. Anyone … Read more
3 Great Ways to Drive Sales and Hit Targets
Sales are always up and down and as every sales manager knows, there are always a few periods during which you are simply going to struggle to meet targets. Maybe your market is very cyclical, … Read more
How to Structure your Sales Pitch: Win trust, build a Rapport, create Excitement and take Control. In that particular order.
Zig Ziglar, one of the greatest and most innovative salesmen, says that sales is nothing more than a transference of feeling. We have to make our prospects feel the way we feel about our offer. … Read more
Sales Books: Cutting Edge Door-to-Door Sales Tips
Door to door sales is a very noble profession. It can be incredibly hard work and for that reason it is important to work smart. However, the most skilful and experienced sales people don’t have … Read more
Hello, are you listening?
Someone walked into my office the other day and tried to sell me a charity subscription. It was one of those donation plans that automatically take money from your account every month. The moment I … Read more
Sales techniques, Sales training
Closing Techniques: the Half Nelson Close
In the end, sales is about closing deals. Just like football is about scoring. But just like in football, sales is not just about scoring, you have to have a good strategy and you have … Read more
Salestraining: 5 Great Tips for B2B Buffs
Selling to consumers is fun. There is not as much pressure, you usually don’t have to work late and closing a deal usually doesn’t require as much effort. B2B is where the pressure is at. … Read more
Are You on the Winning Train?
I live just outside the city centre of London. It takes me 15 minutes to get to London bridge station for instance. My office is a little walk away from there so I get on … Read more
Indifference in sales
I once made a big upsell while I was training one of my sales reps. The rep had been with us for a few months, but I would still accompany him on appointments every now … Read more
Sales Training: Five rookie mistakes in retail
Retail is different to most other type of sales. In some ways it’s easier because people are actively looking for something and they’re already in the buying mood. All you have to do is wait … Read more