Risk

Managing the Difficult Prospect

Sales Coach

The Difficult Prospect – we’ve all got them. We can’t deal with them, and can’t make a living without them. Are there strategies we can use to control the conversation with the deals we can win? Are there tactics we can use to close or kill the ones we can’t? What’s a poor sales guy [...]

Read the full article →

Getting Around the Buyer Road Block

Sales Coach

We’ve discussed in Call as High As You Can the benefits of talking to the CEO. Unfortunately the bosses aren’t the ones who’re doing the buying.  The Project or Purchasing Manager usually does that. So if we’re going to get to the CEO we are either going through our main contact, or around them. If [...]

Read the full article →

Sales Qualification Improves The Bottom Line

Sales Qualification

Sales qualification does a lot more than check whether the prospect has a budget. Qualifying sales correctly can have a major impact on the price the customer pays and therefore overall profitability. Business owners wanting to get more profit from their business should focus on sales qualification. The fastest, and simplest route to improving bottom [...]

Read the full article →

Call as high as you can.

Sales Coach

Sales calls should be made as high in the customer organisation as possible. The sales call to the CEO will save time and take the initiative away from the buyers. Why is it that people selling things like to deal with the doorman? Ok so, that’s an outrageous exaggeration, but it grabs the attention and [...]

Read the full article →
Google Analytics Alternative