Category Archives: Selling

Common Sales Mistakes – Part 6 of 6

Not developing a new business mindset Not developing a new business mindset may make an already difficult task nearly impossible. If you and your colleagues are not thinking in terms of identifying opportunities and displaying a willingness to commit the … Continue reading

Posted in Selling | Tagged | Leave a comment

Common Sales Mistakes – Part 5 of 6

Don’t fail to follow-up One of the worst things anyone can do to impede the sales process is to fail to follow-up. Whether you are acknowledging an email, returning a call or summarising points from a meeting that follow-up is … Continue reading

Posted in Selling | Tagged | Leave a comment

Common Sales Mistakes – Part 4 of 6

Be sure to take notes so you can refer back to important information Probably one of the simplest things, yet one which many people fail to do. You should be taking notes during any conversation with a prospect; noting down … Continue reading

Posted in Selling | Tagged , | Leave a comment

Common Sales Mistakes – Part 3 of 6

Not showing prospects the investment you’ve made in winning their business Before you can expect a prospect to make an investment in buying your products or services you must show them that you have made a similar (if not greater) … Continue reading

Posted in Selling | Tagged | Leave a comment

Common Sales Mistakes – Part 2 of 6

Not properly understanding your customers’ needs Not understanding the actual needs of your customers or prospects is a fundamental mistake. This usually results when people make assumptions about what their customers need or value most. The best way to prevent … Continue reading

Posted in Selling | Tagged | Leave a comment

Common Sales Mistakes – Part 1 of 6

Failure to appreciate the need to actively look for new business One of the first mistakes people can make regarding sales is failing to appreciate the need to prospect for new business. Many people adopt the position ‘we don’t need … Continue reading

Posted in Selling | Tagged | Leave a comment

Selling services is different from selling products

If you are a service-based business then the ability to sell is vital to your long-term success.  Selling professional services is however different to selling products.  You are selling your experience and skills in the form of billable time.  It … Continue reading

Posted in Selling | Tagged , , | Leave a comment

Translate your features to customer benefits

Have you ever caught yourself thinking “so what” when somebody is telling you what makes their product or service so amazing?  This isn’t an uncommon reaction because most people are only telling you about the features of their product or … Continue reading

Posted in Communications, Copywriting, Selling | Tagged , , , , | Leave a comment

Eeny, meeny, miny, moe – I’ll have that one..

How do you make your prospects choose you above your competitors?  What reason do they have to do so? There are lots of pitch stories out there but one that sticks in my mind is the very brave design agency … Continue reading

Posted in Business Development, Pitching | Tagged , , , , , , | Leave a comment

There is something to be said for just being ‘good enough’

Sometimes, being the ‘best’ choice for a prospect isn’t what will ultimately decide whether you get the work. Sometimes, it may be important to be ‘good enough’ or even just ‘safe’. We can’t always assume that our prospects are motivated … Continue reading

Posted in Business Development, Customer Satisfaction, Pitching, Proposals | Tagged , , , | Leave a comment