Category Archives: Selling

“Send me a proposal” – music to your ears?

Or not?  Sometimes when a prospect says “OK, send me a proposal” we go into panic mode.  Whereas these words should be music to our ears!

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Write a great sales proposal

Tips for writing a good sales proposal 1. open with a situation summary – you are summarising your understanding of your prospect’s plight and demonstrating that you have a good understanding of the problems or challenges they face

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The reason why

Why should your prospects buy from you?  Why should they select your product over that of your competitors?  Why is it better for them?

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Top 10 sales mistakes and how to avoid them – part 2

After spending time looking around various websites on this topic it seems that the following are the most common mistakes that salespeople make – part 1 was a few days ago, here’s part 2.

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Top 10 sales mistakes and how to avoid them – part 1

I’ve just spent some time looking around various websites on this topic and it seems that the following are the most common mistakes that salespeople make.

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People buy people

At the end of the day, ‘people buy people’ is still a constant truth in business. The work does not always go to the best business on paper – sometimes it goes to the one who made a better connection … Continue reading

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Are you maximising every point of contact?

Ask yourself this, ‘How many points of contact does my business have with potential customers?’ You might be surprised to see how few there really are: a business card, your receptionist, your office or showroom, your website, an email flyer, … Continue reading

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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

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Cold calling – the hardest thing really is getting started…

The list is made.  You know exactly what you have to do.  You have 30 people that you want to contact with your great special offer.  They have been qualified so you know you need to make every call count. … Continue reading

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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

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