Decision making

6 Golden Rules For Success in Sales

Sales Coach

How many golden rules are there for achieving success in selling? Probably hundreds. In fact you’ll find plenty in this blog. But there are some which stand head and shoulders above the rest. This article focuses on six which apply to any sale, of any product or service, in any business. 1 – Call As [...]

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Selling What the Customer is Buying

Sales Coach

Selling what the customer is buying is the simple approach. Getting the customer to buy what the sales guy is selling is much harder. Why on earth do those motivational sales books suggest that type of pitching is the ultimate skill? It’s arrant nonsense as should be evident to anybody who ever bought something. Just [...]

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Planning a Sales Campaign

Sales Coach

Do you plan your sales campaign, or do you believe strategy is the application of expedients? There are two seemingly contradictory, well known, quotes which illustrate differences in philosophy. Alan Lakein, Bill Clinton‘s guru says “failing to plan is planning to fail” whereas legendary Prussian General, Helmuth von Moltke says “No plan of operations extends [...]

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Five Techniques to Close the Sale Early

Sales Coach

Close the sale as early as possible to manage risks and control costs. That’s great advice, but most readers will ask “how”? Customers like to close when they’re ready, not when we want, but there are techniques we can use to accelerate the process The phrase “close the deal” took on whole new relevance during [...]

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Qualifying Sales – Understand Requirements in 3 Dimensions

Sales Qualification

Sales qualification offers lots of benefits including winning more deals, at lower cost of sale and higher profit margins. That’s potentially a 9 times improvement in a businesses performance. Some people like to qualify their sales in fairly simple terms like budget, decision maker and time frame. Those are all part of our process, but [...]

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Qualify Sales Opportunities With This Checklist

Sales Qualification

Qualify sales opportunities with a checklist to make sure you have all the bases covered. Accurate sales qualification helps us make sure we only invest our time in deals we want to win. Thorough sales qualification will show us which elements of the deal we need to work on. Continuous qualification helps us stay on [...]

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How to Ask for the Order

Sales Coach

Ask for the order! The prospect expects us to ask and the response we get will tell us how to win it. Asking for the order can be a hard thing to do! It puts pressure on the prospect, because it asks him to make a decision. A decision, not necessarily whether to award the [...]

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Are we going to get this deal? – Sales Checklist

Sales Qualification

Sales Professionals regularly review their deals and take a hard look at the opportunity. They don’t want a prospect list full of people who aren’t going to buy

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