Monthly Archives: November 2017

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 →

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 →

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 →

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 →

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 →