Asking the right question starts the sales process and helps to achieve this goal of  How do you sell more? Yet far too many sales people focus on asking the wrong questions or asking the same questions that everyone else has asked.
Before traveling into the why, one important word in the first paragraph is “asking” [...]

I briefly worked in a telemarketing company a long time ago selling a well known mobile phone network’s products. Though there was a basic salary it was fairly obvious that the entire venture was target driven and if you didn’t achieve basic targets then your longevity in the job was not assured. Furthermore the incentives [...]

Have you ever had a sale that closed really quick?
One that resulted in a core, loyal, customer that will gladly act as a reference and give you referrals.
How did you make that happen? I will argue that you had two things working for you timing and a relationship.
When you have the right timing the sale [...]

For professional firms there are a myriad of potential collaborations which can help deliver greater sales.
Lawyers, for example, can collaborate with accountants, financial advisors, bankers, consultants and other advisors to do joint seminars, create joint service offers or simply cross refer business.
Consultants collaborate extensively with technology and software providers to provide joined-up implementation solutions for [...]

I’ve often spoke of the importance of making sure your proposition includes how the customer stands to benefit from decreased costs, increased productivity, and recovering lost revenue or profits. While many retail customers may still buy based on these factors just like B2B customers, there is an overwhelming “X” factor that is more present [...]

One of the most enduring and dangerous myths in business is the myth of the natural salesman. The guy who could sell anything to anyone.
The problem is not that such a person doesn’t exist – if he does, I’d love to meet him (or her). Instead, the problem is that those of us who don’t [...]

It seems strangely ironic that the end of our two week festival of posts on Pitching has been marked by the untimely death of veteran TV pitchman Billy Mays.
My fellow Sales Bloggers have quite rightly highlighted the flaws in the pitching model – particularly that it is a combatitive model of selling rather than a [...]

Asking the right question starts the sales process and helps to achieve this goal of  How do you sell more? Yet far too many sales people focus on asking the wrong questions or asking the same questions that everyone else has asked.
Before traveling into the why, one important word in the first paragraph is “asking” [...]