2016 February
-
Starting with the end in mind
- February 28, 2016
- Posted by: Phil M Jones
- Category: Sales Skills
No CommentsWhen I first started in sales, I was taught a simple lesson that continues to ring every day I go to work. I was taught the ABCs of sales, and the message this relates to is: Always Be Closing Although onwards from this lesson I now understand the importance of building great relationships to develop
-
You don’t always get your way
- February 24, 2016
- Posted by: Phil M Jones
- Category: Sales Skills
Business is simple, but not easy. The difference between average and great is typically achieved in the last 10% of the process, which is quite often the time when most people give up. The ability to negotiate effectively when you do not get your own way contributes significantly to your success and is infinitely more
-
The Tipping Game
- February 22, 2016
- Posted by: Phil M Jones
- Category: Sales Skills
Many of us receive referrals for business opportunities from contacts and customers. For most of us, this is our preferred method of winning new customers and ideally would be the only way to do business. The reason referrals are favoured is simply that a door has been opened by a third-party, making your chances of
-
Make it easy to buy!
- February 19, 2016
- Posted by: Phil M Jones
- Category: Sales Skills
The main function of a sales person is to encourage customers to purchase goods or services. I often refer to sales people as professional “mind maker-uppers” and if we are looking to help our prospects reach decisions, then we really should take a look at our processes and ensure we are doing all we can
-
It’s the thought that counts…
- February 15, 2016
- Posted by: Phil M Jones
- Category: Sales Skills
When you take a retrospective look at your life and reflect on the recognition, praise and rewards showered upon you, I am certain you are able to count on one hand the number of occasions you remember vividly and which have really left their mark. With this in mind, I want you to consider acknowledging
-
Prod the Bruise
- February 9, 2016
- Posted by: Phil M Jones
- Category: Sales Skills
You have often heard me speak about the power of great questions during the sales process. Questions will eliminate the guesswork and ensure you earn the privilege to recommend your products and services. Typically, the reason why sales opportunities are not maximised is that the questions raised were inappropriate – or not asked at all.
-
Asking for Referrals
- February 7, 2016
- Posted by: Phil M Jones
- Category: Sales Skills
We all know business referred from an existing customer is our ideal way to win new business, yet I regularly get asked how to ask for referrals. So I will share with you a tried tested and proven formula. Rule number 1 If you don’t ask you don’t get. Simply asking others for help will
-
Put a Bow on It!
- February 2, 2016
- Posted by: Phil M Jones
- Category: Sales Skills
In a world full of service providers and people who provide tailor-made offerings and bespoke solutions, it is sometimes very difficult for many customers to enter into a buying discussion. If you provide a service, as opposed to a range of products, it is likely you suffer from this same condition. As service providers, it