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Principles

CRM for your sales force

Using affordable CRM for your sales force. It sometimes seems that there are as many CRM (Customer Relationship Management) systems as there are customers so in this blog post we will look at what is really needed from CRM and, in particular from a Sales Force Automation (SFA) system. Firstly, there are the large, hosted commercial systems that include: SalesLogix Salesforce Sage etc...
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Fear of failure

Most people have two fears when they are selling: the fear of failure and the fear of rejection. Let's take the fear of rejection first. If your prospect says 'no' to your offer one of two things has happened: You have not sold the product or service such that the prospect sees clearly their outcomes from buying Your prospect doesn't need or want your product or service In the first exa...
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Learn from children

Just how much can we learn from children? It is a given that everyone of us knows how to sell, it is part of our development as infants; how we gain attention, compete for food and nurture when defenseless, yet most of us forget. Once we have the ability to get our own food, care for our own needs we then adopt a non-compete mode in order to fit into society’s ‘norm’. Along with this go our sales...
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Sales coaching

Sales coaching should be considered vital to your business Almost every part of a business can be outsourced and many make a great-deal of sense. IT support is widely outsourced and cloud computing has made this even more common. Bookkeeping has long been outsourced, particularly by smaller companies. HR is now being outsourced as the HR laws become ever-more complex. One function that...
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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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Boiling milk…

Can you change the temperature at which milk boils? [ap_column_wrap] [ap_column span="3"] We've all done it. Placed a pan of milk on the stove; watched it, looked away for a few seconds and then had a mess of milk to clean-up, and it can be the same with the personality type of our clients. The fact is that milk, water, alcohol and oil all have their own boiling points and without changing...
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People don’t buy what you sell

This will come as a surprise to many but your customers don't buy what you sell! [ap_column_wrap] [ap_column span="3"] If you sell widgets I have some news for you. Like it or not, your customer is not buying your widget, regardless of how light, fast, durable, compact and cheap it may be. You may think or believe this to be wrong but I can tell you now that you are mistaken. What your cus...
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Shoestring Marketing

Shoestring Marketing does not need to mean 'on the cheap' [ap_column_wrap] [ap_column span="3"]The oft mis-quoted analogy of the best mousetrap in the world does hold some water inasmuch as if no one knows about your business you are unlikely to thrive. That said, it is not necessary to spend a fortune on promotion IF you spend your time wisely. The Shoestring Marketing graphic on the this...
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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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Black Friday? How about Rainbow Monday…

Be 'better' than 'Black Friday'. [ap_column_wrap] [ap_column span="3"] Here at Venture Training we do not go in for slash discounting on a particular Friday. Here's our alternative to 'Black Friday': Excellent value, real world training for your business EVERY DAY OF THE WEEK! One sale gained through our sales training will give an instant return on your very modest investment. ...
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if you always do what you’ve always done…

If you always do what you've always done you'll always get what you've always got! [ap_column_wrap] [ap_column span="3"] If you always do what you've always done you'll always get what you've always got... or so the saying goes. The reality in business; however, is that you will get less than you've always got as someone will do better, faster, cheaper and take your business. Clichés ar...
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The High Flyer

We've all seen the High Flyer sales person but what makes them so good? [ap_column_wrap] [ap_column span="3"]If you work in a sales team you will have one person that seems to out-perform the rest, even if the territory has similar prospects, the products are the same etc. The weak sales person will find something/someone to blame but the professional sales person will look and learn. In m...
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You do have competitors

Even the most unique product or service has competition and the business that recognises this has the advantage. [ap_column_wrap] [ap_column span="3"] Let's say that your business sells computers. Your customer needs a new computer and you have the perfect machine at the perfect price. Your store is across the street from their offices and they have bought from you many times before. Where ...
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One day sales training workshop

December 3rd, 2014: One day sales training workshop in Middleton-on-Sea, West Sussex, PO22 7RH. Most small businesses are started and run by people highly skilled in a particular area with a passion to match; however, business demands much more and selling is one area where some training will make a significant difference. Sales people are trained, not born and this workshop is ideal for thos...
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Salesmen are like Policemen…

Salesmen are like Policemen; you never see their faces! [ap_column_wrap] [ap_column span="3"] They all look the same, they all dress the same and they all say the same things. Ask yourself a simple question: "What do I remember about the last sales person I met?" now put yourself in your customer's shoes and ask the same question from their perspective. Food for thought, huh?[/ap_column] [ap...
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Why didn’t they buy?

Do you KNOW why you lose business or to whom? How about asking your former prospects to find out, after-all, what have you to lose? A couple of common reasons are: 1. failure to ask for their business. This is much more common than you may think! 2. failure to understand what is driving the prospect to buy. These and many more are training issues and we can help you to overcome these an...
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