Thanks to my coaching colleague in the USA, Steve Rovniak, for this article about what to focus on if you’re learning to sell. Perhaps you’ve just started up in business, or got a new salesperson on your team who needs to learn the ropes. Whatever it is, this article is a great reminder to keep…
One of the simplest ways you can improve your sales is to use the simple construct of features and benefits when you’re selling. People don’t buy the features of your product – they buy the advantage or benefit for themself. I have always had a soft spot for James Dyson and his vacuum cleaner products,…
Last week a recruitment and temp agency told me that demand for telemarketing staff has massively dropped in the last few months. I don’t know about you, but with things being tighter at the moment, I have increased my marketing rather than cut it. I’ve also paid a lot of attention to doing more of…
In this article are 5 ways to increase turnover and increase your profit. The distinction between the two is important. Which do you really want? Respect this old saying… turnover is vanity, profit is sanity, but cash is king. In my book Double Your Business, while the goal is to increase turnover and profit, there’s…
Most people in sales have heard the phrase “it’s a numbers game”. But have you ever stopped to think about exactly WHAT numbers are important and how to play the game? It’s a bit more involved than just throwing more enquiries at your sales team. Let’s take a closer look at the numbers game using…