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Monthly Archives: June 2010

Top 5 Reasons that Sales Deals Fall Apart

June 14, 2010 – 12:09 pm

Following on from the last post, I dug out some research on why deals fall apart which highlights the importance of qualifiaction and spending your time in the right places. So here are the top 5 reasons that dales deals fall apart: 1) Deal Not Qualified Some key questions you should always be asking to […]

By John | Posted in Closing, Sales Process | Tagged , , , , | Comments (0)

 

Qualification Acronyms – Instant Sales Guides

June 14, 2010 – 11:36 am

Acronyms are excellent ways of remembering a set of ideas, and they are particularly good for sales qualification.  To me, sales qualification is absolutely crucial for any sales person – where are you going to spend your time most effectively, which business can you win and which business should you walk away from? The one […]

By John | Posted in Closing, Sales Guides, Sales Management, Sales Process | Tagged , , , , , , | Comments (0)

 

The Art of Sales Management

June 9, 2010 – 1:23 pm

Following on from the post “The Art of Sales”, I thought it might be useful to list some questions that can be used by sales people under the 5W’s and 1H headings. These are also the types of question I would use as a sales manager to see if my sales person really had a […]

By John | Posted in Sales Management, Sales Process | Tagged , , , , | Comments (0)

 

The Best Sales Poem

June 8, 2010 – 4:12 pm

Sorry, but I seem to be having a Kipling day (no, not the one the bakes exceedingly good cakes, Rudyard). Having written the last post I began thinking about one of my favourite poems and one, that I believe, says so much about the attitude and virtues of professional selling. So here’s the poem – […]

By John | Posted in Sales Attitude | Tagged , , , , | Comments (0)

 

The Art of Sales

June 8, 2010 – 12:40 pm

To me, the key skill of a sales person is questioning, being able to get the customer to give you all the information you require to enable you to deliver the order-winning proposal. After all, selling is a game and the gaining of information like searching for all the pieces of the jigsaw puzzle to […]

By John | Posted in Coaching, Customer Focus, Training | Tagged , , , , | Comments (0)

 

Call Plan – Instant Sales Guides

June 7, 2010 – 2:27 pm

Part of the Instant Sales Guides series © Here are some examples of what questions you can ask yourself prior to a call (either face to face or telephone) together with some debrief questions to help you move the sales forward. These are also detailed in the Instant Sales Guides tab together with an actual […]

By John | Posted in Sales Guides, Sales Process | Tagged , , , | Comments (0)

 

Sales Mindset – The Problem Solver

June 7, 2010 – 10:46 am

In previous posts I have spoken about the New Buyer and how they differ from buyers of 20 years ago – basically they have all the information at their fingertips to make an informed decision about what you are selling. So what can the “new” sales person offer their customers? Personally, I think we all […]

By John | Posted in Customer Focus, Training | Tagged , , , , , | Comments (0)

 

Sales Energizer – SMARTER Questions

June 6, 2010 – 5:09 pm

As I wrote the last two posts on SMARTER questions, I thought of an exercise I do in workshops that would make a great energizer for a sales meeting. Basically, the sales manager starts the session with a 10 minute discussion on the value of SMARTER questions using the information in the posts and on […]

By John | Posted in Coaching, Sales Management, Training | Tagged , , | Comments (0)

 

SMARTER Questions – Discussion

June 6, 2010 – 4:53 pm

A few people have asked me to say more about SMARTER questions than just the checklist of good questions that I published in the previous quote.  There is some detail already on the website under the more detailed guide, but I thought I would use this post to talk more about why SMARTER questions are so […]

By John | Posted in Customer Focus, Executive Selling, Sales Guides | Tagged , , , , | Comments (0)

 

SMARTER Questions Checklist – Instant Sales Guides

June 4, 2010 – 1:57 pm

Part of the Instant Sales Guides series © The SMARTER Question Checklist For a detailed description of what SMARTER questions are, and why they are a great aid to selling, please visit the website page.  Here are some examples, and as they have to be specific to a customer, I have used examples that IT […]

By John | Posted in Sales Guides | Tagged , , , , , , | Comments (0)

 

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