Business Services

What Do You Call A Salesman You Can Trust

What do call a salesman you can trust (or saleswoman of course), if you can find one? Sales people are paid to persuade you to buy stuff you don’t want. They get a commission when they can, and fired when they can’t. Like journalists they tell you what you want to hear, and not what [...]

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4 Essentials for Success in Sales

Sales Coach

Successful sales people display the same characteristics in my experience, but those characteristics aren’t the ones most people would expect. They don’t include ambitious, aggressive, gregarious, social, pushy, or any of another 20 we might think of. But they do include the qualities we would look for when wanting to buy from somebody! That shouldn’t [...]

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Selling Software Keep It Simple

Sales Coach

Selling Software is a complicated business. We need to have a process. We need to have discipline. We probably need to persuade customers of the value in new ways of thinking. But for the customer, at least, we need to make it simple. Making complicated concepts simple so others can understand is probably the [...]

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Multi Dimensional Business Management

Front Office Box

There are three dimensions to my business (and anybody else’s) and success in all of them is a pre-requisite of survival and growth. They are mutually dependent – one can’t exist without the others. They are equally important – needing the same degree of management attention. They are easy to get wrong – and hard [...]

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With Software Tracking Sales Consultants Bill More Hours

SPPM

Andy is one of those guys – the ones who call to see the CEO, but nobody ever really knows what was said. He’s a management consultant working in the stratosphere of Mergers and Acquisitions. He doesn’t get involved in the finance. He helps companies understand the challenge of overcoming clashes of culture when two [...]

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10 Strategies for Selling Better Prices

Sales Coach

Tactics for selling at higher prices don’t get the airtime they should but all sales people should get trained in these techniques. Think about this for a heartbeat – lifting a sales price by 10% in most businesses doubles the net profit. Selling at higher prices is the fastest and easiest way to improve a [...]

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Sales Qualification – Understand the Process

Sales Qualification

If the prospect can’t explain his process, the sale most likely won’t happen. Lack of process may be an opportunity, as well as the obvious threat. Maybe we can suggest a process, guiding the scope and selection. We’ll add value through consulting on how to buy the right thing, the right way.

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