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Pitch

Value your product

Do you value your product or service? When working with a small firm in a coaching role a while ago we were looking at where business could be improved and, whilst sales could be better they were not disastrous. The key issue was that margins were relatively low. [ap_column_wrap] [ap_column span="3"] A little digging into orders received and there was an obvious disconnect between the pric...
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Convey an image

Convey an image but let the prospect reveal it! [ap_column_wrap] [ap_column span="3"]We have said many times that a salesperson needs to talk not about 'what it is...' but '...what it does' in order to sell successfully and repeatedly; however, there is much, much more to this. For example: If working in a hi-fi store I could say: "These headphones will enable you to listen to your music w...
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Show me the money…

Show me the money is more than just a movie line. [ap_column_wrap] [ap_column span="3"]In most areas in sales the advantages gained from a particular product/service boil down to money. In B2C this may be in the services sector making savings whereas in the B2B sector it may be a more efficient machine. Understanding the driving factor behind a buyer's reason for buying is critical in knowing...
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I bid because I want the business…

"I bid because I want the business..." [ap_column_wrap] [ap_column span="3"] Speaking to group member during a networking meeting I was explaining the need to be aware of 'The Subtlety of Selling™' at all stages in the business when he made the above statement. As a highly skilled craftsman he could not see the need to become a salesman; however, after a few minutes of discussion it seemed...
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Networking…

We are big fans of informal networking and recommend all business try to find a local networking group and become actively involved. There is, however, a caveat. Go to the network session with the view that you are both giving and receiving as this is how you will both make useful contacts and become a useful contact and to really get the most from a network group takes time. When you do go yo...
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It’s Friday!

The 'Friday Feeling' means different things to different people and if you are a sales professional it often means a time of frustration, particularly in the B2B sector and the reason is that many businesses close early on a Friday making it impossible to reach prospects. So, now what? Golf is one option... Perhaps a better option is to reflect on what you have done this week. To see where y...
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