Quantify Your Value and Make More Sales

Quantify Your Value and Make More Sales

Quantify your value and make more sales. What do I mean by this? As I’ve mentioned many times before, your prospective clients are not interested in your product or service. They are only interested in what your product or service will do for them. The more you can...
Setting Call Objectives is Crucial

Setting Call Objectives is Crucial

Do You have a clear customer focused objective when you contact your prospective clients? I recently worked with a group of seasoned sales people, helping them to improve their Call Planning skills to help them sell against the competition. Their marketplace is...
How to get your prospects to buy from YOU!

How to get your prospects to buy from YOU!

You have a “Hot Prospect” who makes an enquiry but is also interested in talking to your competitors. They NEED your service but what is going to make them choose you? Most sellers will go into a long dialogue about their product or service. Most of your competitors...
Direct Mail is Dead?

Direct Mail is Dead?

Many business owners and sales people think direct mail is dead. I was talking to a business owner recently about his marketing strategy (which I might add was practically non-existent). We were discussing the benefits of using direct mail in a targeted, multiple...
7 Lessons I Learned From My Dad’s Bankruptcy

7 Lessons I Learned From My Dad’s Bankruptcy

A defining moment in my life was at the age of 16 when my dad went bankrupt. He owned his own business and was really passionate and knowledgeable about his product. But what he wasn’t so passionate and knowledgeable about was Sales and Marketing. He didn’t know how...
Don’t Give Up Too Soon and Follow Up

Don’t Give Up Too Soon and Follow Up

Many businesses selling to other businesses will send out one piece of marketing material, they might send an email or a piece of direct mail or maybe make a telephone call or put some posts on social media or place an advert. They get no response and then they give...
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