Sales Fraternity Blog

Turn the tide!

March 19, 2011
 
Advice to turn the tide - Sales made simple: (Some easy steps to follow)

1. The quality of information you receive will be determined by the effectiveness of your questions. (probing phase)
2. How good your questions are, will play a major role in identifying needs and relating product knowledge back to them. Result = personal sales suc...cess. (supporting phase)
3. The more concise and relevant the information/product knowledge you impart, the better your odds are of closing the deal. (closing phase)

Good luck with the sales!


 

Motivation and Attitude

March 19, 2011
Most sales people have experienced a downturn, so you're not alone. Motivation is the key to getting through the valley and back ontop of the mountain. Are you finding that you're potential deals are stagnating, your pipeline has turned as dry as a desert, your clients seem to be avoiding your phone calls and... oh yes!The boss is all over you. It's now the time to work on that fading confidence. When your job, and even your self-worth are in question - motivation, guts and focus can pull you...
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Activity does not = Results

March 19, 2011
 
Sales Leaders - Dont be fooled - Focus on results not activity.

Often I have found (and I work on it myself) that we look at how many hours people work or how diligent they appear to be as a sign of their "laziness factor." I mean, if people are busy that’s good, right?...No you quite possibly are Wrong! The better measure in Sales is ...results, not time spent. Perhaps one of the reasons we don’t use that measure for others is that we don’t want to hold ourselves to it.

Stop micro ma...

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No more Cold Calls!

December 12, 2010
How many times have you heard.."you must prospect more, you need to make more cold calls". How antiquated, the word "cold" says it all. Rather spend time segmenting and researching your market to identify real needs of the prospects, so that by the time you make contact, you are making a "hot" call.

Good luck in the prospecting...


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Job Interviews

December 12, 2010
Just like you can talk yourself out of a sale, so too can you talk yourself out of your next future job. In an interview scenario don't be tempted to reveal too much about your personal/social life, misgivings etc..In general try not to bore your interviewer to exasperation. Keep to the agenda and answ...er all questions honestly and concisely. Good luck with the interview.


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Time to get off your Soap Box!

December 6, 2010
So often Sales Leaders forget what it was like to be on the 'battle' ground. More sales are lost through mismanagement than through lack of product or skills training. Lead by example; make a few cold calls your self, handle a few client complaints, motivate your staff, listen to their needs, be bold in the eyes of your staff and every now and then take a risk based on their advice and embrace the change. Tell your staff when they have done well, delegate responsibility and empower them to su...
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Dressing for Interview Success

December 3, 2010

For those of you who need a quick review of the basics, follow these guidelines for successful interview dress:

Men and Women

  • Conservative two-piece business suit (solid dark black, blue or grey is best)

  • Conservative long-sleeved shirt/blouse (white is best, pastel is next best)

  • Clean, polished conservative shoes

  • Well-groomed hairstyle

  • Clean, trimmed fingernails

  • Minimal cologne or perfume

  • Empty pockets no bulges or tinkling coins

  • No gum, candy, or cigarettes

  • ...


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So what is my reward?

December 1, 2010
To often 'Owners' and 'Sales Managers' spend to much time with their 'Sales Team' on reports, admin, forecasting and oh yes, more admin...Spend more time on the remuneration, incentives and benefit structures to drive your 'Sales Staff' to new heights and don't change the goal posts when they succeed!


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Sales are down!

November 29, 2010
If sales are down one should consider the products and services that you sell and the pricing model. If you have faith in your offering, then take a good hard look at your sales team and at yourself. The 80/20 principle applies not only in business but also with regards to most companies sales performers. 20% of your sales staff most likely brings in 80% of the revenue.

Make sure the next sales person you hire is an asset rather than a liability.


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About Me


Ross Devine A sales leader who for over two decades mentored to sales and marketing leaders in growing their market share. A B2B/B2C sales trainer and specialist in the DM/MLM arena. A sales recruitment advisor, to top blue chip corporates.