You’re an experienced salesperson; you’ve listened carefully to what your customers are saying, you know what they think they need and want, and you can make recommendations that will surpass their expectations, resulting in them being increasingly eager to place an order with you. But do you think that’s really all there is to the…
Read MoreHow To Sell To Indecisive Clients With Simple Detective Work
A common concern raised today amongst the owners of small to medium sized businesses is that it’s incredibly challenging to compete with larger companies on price. As business coaches, we hear it often. The perception many struggling entrepreneurs have is that consumers shop on price alone. In fact, the only reason many customers ask for…
Read MoreTop Sales Secrets: The Marriage of Personality and Systems
Consider many of the most successful and renowned salespeople in the world, and what their secret may be. Is it drive or determination? Organisational skills? Persistence? Those are all important qualities, but there is one essential trait that has helped them to the top of their game – personality. But how do you teach personality?…
Read MoreFour Fatal Mistakes To Avoid For Sales Team Leaders
If you’re managing a sales team, you’ll know that the list of factors which can seriously impact your team’s performance is a long one. For example, you’re at the mercy of both the marketing department and broader market forces. Wider economic cycles can also turn even the most carefully laid sales plans to ashes within…
Read MoreCould increasing your prices get you the rewards you deserve?
Increasing your prices could work wonders for your business, even if you lose some customers along the way. There’s less to fear than you think. Have confidence in yourself and your business and start generating the profit you deserve from all of your hard work. Here’s an Example Say a business makes 50 sales a…
Read MoreWhy Offering A Guarantee Is One Of The Smartest Moves You’ll Ever Make
Offering a guarantee of some sort on your products and services is a proven way of driving sales, but it’s one that fills many small business owners with a certain amount of dread and foreboding. Let’s take a quick look at some solid reasons why you should embrace the possibilities of explicitly standing behind your…
Read MoreAre You Focusing On The Right Basics For Business Growth?
No matter how many years you’ve been at it, how best to grow your business is a problem that never really goes away. From one-man shops to multinationals, the reality for every business is that zero levels of growth are an incredibly worrying sign that could indicate looming disaster. Though running a business can be…
Read MoreHow To Move Your Leads From First Contacts to Raving Fans Through Customer Development
When it comes to making the most of your leads, the path to consistent growth involves moving them through a defined series of stages in order to unlock the full profit potential that lurks within each one. In this piece, we’ll break down a sensible sequence you can use to drive long-term growth and maximise…
Read More4 Steps to Clarity When Performing Small Business Planning
Small business planning is an area where many entrepreneurs stumble at the beginning of their careers. We’re not talking about writing a business plan here. Though that step is often necessary at the very outset of a venture, the vast majority of business plans simply evaporate in the face of actual events. No, what we…
Read MoreHow To Break Free From The Sales Grind
Sales are the lifeblood of any enterprise and that’s nowhere more true than with small businesses. When every month is potentially a race against time in terms of paying suppliers, making payroll, and keeping growth on an upward trajectory, the importance of sales comes into very sharp relief indeed. As a small business owner, it’s…
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