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Sales Often people new to Sales start by thinking a great salesperson can sell anything to anyone. Rubbish! You can only sell somebody something they want; when the value of the pain relief provided by ownership of your product exceeds the value of the money in their pocket! More experienced people in Sales number information gathering skills amongst their top attributes; the ability to ask probing questions so they can understand problems, and the circumstances which surround those problems, so they can then suggest a solution which the customer actually wants. Top Salespeople realise the futility of a "sales transaction". That implies a here today-gone tomorrow or a winner-loser arrangement. For the top people Sales is about win-win in the context of a lifetime relationship, keeping doors open for future business. Free Help and Advice from David Winch
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Sales Help The best results come when the Sales function is an integral part of a well-planned overall Marketing strategy - Help is at hand! Read More |
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Sales Language Sales language should be 'customer-speak' not 'me-speak', sales jargon, clichés or outdated analogies. Read More |
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Pricing How do you set your prices? Is it cost plus? By comparison with what your competitors are charging? Or do you sell your time at a fixed price per hour or per day? Read More |
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Deal Making Sales is not a zero-sum game. For every winner, there does not have to be a loser. The best deals leave both parties winning. Read More |
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Telephone Sales The Telephone is a powerful Sales tool in educated hands! Read More |
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Negotiation Skills A price ticket is technically an invitation to trade. Outside of retail, many prices are arrived at after a discussion called a negotiation. Read More |
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Account Management Keeping customers is far less costly than getting new ones, so get good at looking after them. Read More |
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