Uncovering new opportunities and potential new business is an essential task of any sales team. However, it is probably one of the most unpopular activities. The main reason for this is that professional salespeople, just like the rest of us, fear rejection. The reality is though – if we have confidence in our products, solutions… Read More
Funnel Management is Customer Lead
Kevin Davis and Jonathan Farrington discuss the importance of the customer in defining efficient sales funnel management. https://s3.amazonaws.com/TopSales/SalesHardTalk/2014/march/Kevin-Davis-Hardtalk.mp3
Getting Inside Buyer Motivation
All meaningful actions are performed for some reason or purpose – this is commonly called “motivation”. Success in selling requires understanding these basics of motivation: • Your motivation – both as a person and as a salesperson • The other person’s motivation – both as a person and as a buyer The most important fact… Read More
Getting it Right at the Front End
Poor decisions can cost a company thousands, even hundreds of thousands of dollars in salary, expenses and of course underachieved revenue. https://s3.amazonaws.com/TopSales/SalesHardTalk/rec_davekurlan_23_May_2013.mp3
Getting to YES at Every Stage of the Buying Cycle
Colleen Francis discusses the importance of gaining a commitment from prospects and customers at every stage of the buying cycle. https://s3.amazonaws.com/TopSales/SalesHardTalk/rec_cfrancisvoice_29_May_2013.mp3
Has Empathy Become More Relevant in Professional Selling?
These are troubled times for workers – it seems that no one is guaranteed employment security anywhere any more. The creeping sense that no one’s job is safe, even as the companies they work for are thriving again, means the spread of fear, apprehension and confusion. An attitude of self-interest is, understandably, growing more common… Read More
How High is Your “Customer Turnover?”
It’s interesting that we regularly read articles or comments about high levels of staff turnover, but it is very rare to discover any commentary about customer turnover – it is almost as if it is a taboo subject; that there is shame attached to it, an embarrassment. Why? I suppose it is an admission of… Read More
How Long Before You Too Are “Commoditized?”
For the sake of this article, it is important that we all understand the term “commoditization” This from good old Wikki… “In business literature, commoditization is defined as the process by which goods that have economic value and are distinguishable in terms of attributes (uniqueness or brand) end up becoming simple commodities in the eyes… Read More
How Percy the Persistent Pigeon Finally Got to “Yes, I’ll Buy”
I have never contemplated the fact that I might be even slightly voyeuristic, but now I am not so sure. You see, for the past month, from the comfort of my study, I have sporadically been witnessing the exploits of a very resilient pigeon, who I have affectionately named “Percy” – and yes, my choice… Read More
How To Conduct A Successful Exploratory Meeting
The Exploratory Meeting is a key element in the sales process. Typically, the meeting will have been arranged after qualification via the telephone and a decision made by both parties that it would be mutually beneficial to meet. It is the exploratory meeting that will allow the professional salesperson to set the ground rules and… Read More
How To Construct Winning Proposals
A professionally prepared proposal is an essential part of the overall sales cycle – and is often the only way some members of the customer’s decision making unit (DMU) find out about you, your company and your proposed solution. If you fail to adequately represent what you have to offer, all of that time invested… Read More
How To Create An Effective Business Development Strategy
The Business Development Strategy is used to underpin your main Business Plan and, essentially, it sets out a standard approach for developing new opportunities – either from within existing accounts, or by proactively targeting brand new potential accounts and then working to close them. This document highlights the key issues you should consider prior to… Read More
How to Create Value Out of Thin Air
Deb Calvert and Jonathan Farrington discuss how asking questions actually CREATES value. https://s3.amazonaws.com/TopSales/SalesHardTalk/2014/march/Deb-Calvert-2014-03-03.mp3
How To Deliver A Professional Presentation
All professional salespeople have to be involved in a presentation at some time in their sales career – Top 5 % players present their proposals every time. Presentations allow us to: Influence a group of important people Gain consensus and commitment Find out who the real players are and the real status Set ground rules… Read More
How To Gain A Thirteenth Month Every Year
Time is your most valuable resource and until you realize this, you will continue to wonder where all your time goes!!! If you consider those times in your life where you’ve experienced disappointments – e.g. the lost sale, the breakdown of a relationship, etc. – and ask yourself “If I’d had more time to prepare,… Read More
How To Negotiate With The Four Personality Types
People negotiate differently – and behave differently – during the negotiation process. We can observe different styles of negotiation and how different types of behavior can affect the outcome of negotiations. In commercial negotiations, some people negotiate quickly and take risks; others take their time and try to avoid risk. Some buyers are very loyal,… Read More
How To Organize A Successful Seminar
To sell effectively in any environment, companies need to project a clear sales message to groups of prospects. The most cost effective method of doing this is a professionally organized seminar. It must be specially tailored to the prospects’ areas of interest and offer an unrivalled opportunity to explain “up front” what the company stands… Read More
How To Structure A Negotiation
People who are successful negotiators always have a well thought out strategy before entering into the negotiation. They are well prepared, self confident and structure the negotiation so that they remain in control of the negotiating process. The recommended structure for negotiations is: Establish the issues being negotiated Gather information Build a solution Stage 1… Read More
How To Uncover Needs Painlessly
Working on the basis that you are dealing with the MAN (the person with the Money, the Authority and the Need), you must very quickly assess if you have a potential prospect or not. In other words, can their needs be met by the products and services you have to offer? It may not always… Read More
How To Use The Funnel Questioning Technique
How To Use The Funnel Questioning Technique There are basically two types of questions: open and closed (sometimes called indirect and direct). Open questions are used to get people to open up and provide information, whilst closed questions are used to solicit commitment and will prompt a ‘yes’ or ‘no’ answer. Once again, our 80/20… Read More
In Sales? Best Get inside before it Really Starts Raining!
I fully appreciate that there will always be those that are wedded – if not chained – to the status quo, fearful of change, because it is nice and cozy as it is thank you very much. But change is constant, and it is one of the few things that we really can rely on… Read More
In Search of the “Sales Holy Grail”
Frequently, there are two main pitfalls that even experienced salespeople can fall into in terms of activities. First, they simply aren’t doing enough. What’s enough? Enough telephone calls to make appointments, enough face-to-face calls, enough calls that involve or influence decision-makers. In general, the more focused sales activity salespeople generate, the greater the number of sales opportunities… Read More
Inbound, Outbound or Something in Between?
PointClear’s Dan McDade discusses the effectiveness of inbound versus outbound marketing with Jonathan Farrington. https://s3.amazonaws.com/TopSales/SalesHardTalk/2014/january/DanMcDade.mp3
Insights
Forget features and benefits, today’s buyers want “insights” Jonathan Farrington and Linda Richardson discuss what that means for today’s frontline sales professionals. https://s3.amazonaws.com/TopSales/Linda_Richardson_Feb_Insights_2013.mp3