This time around we explore two very different sales problems: When your sales team can be your worst enemy and How to stop wasting money and make your online marketing activity pay back $11 for every $1 you spend.
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In sales one of the hardest to find (and scariest to approach) pieces of information is a potential customers budget. Because we shy away from it we end up with an awkward point in our sales conversation that can trip up the smooth progress towards a sale. How do we escape the ‘are you the cheapest’ conversation and add quality to the equation and how do we get a good indicator of what the budget may be?
Do you leave ‘Objections’ to the end of your client conversation? Objections are a pain point in a client conversation. Our suggestion to you is that each and every one of you will know what the two to four common objections are almost every time you go and see somebody. They are the same ones, the ones that always come up and we are crazy not to have something prepared for that. I’m amazed at the number of people I talk to who say “Oh yes that objection comes up all the time and..
We don’t like other people wasting our time but what about wasting it ourselves? – and I’m not talking about time management. If we focus on the right things in our sales process we have to end up with better results. We discuss this problem within this issue’s videos – When Is Hearing NO as Important as getting a Yes? (Sales) – Prospecting and how to know which clients you should or should not pursue.
We are well into 2017 and if you still need more momentum and you want more prospects in your pipeline (or want that momentum to continue) – this article could be the most important thing you open today. In our two videos we explore a simple way to fill your diary and then 3 key things to remember, how and when, you approach the potential client.
The year has almost gone, we’re wrapping up 2016 and maybe you’re wrapping up your clients presents, so this month we will cover the topics: – How to be present with your customers – What sort of gifts to give.
Sending reasonably-priced gifts to your clients – at least your ‘A’ clients – and referral sources, at any time of the year, creates a great connection. And it’s those connected clients who give referrals and repeat business.