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 […]
The Story of Percy the Persistent Pigeon
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 […]
What Gets Buyers To Say “Yes, I’ll Buy”
When we agree to an idea or proposal, it’s because there’s something in it for us. It’s hard to influence people who can’t see what’s in it for them. Sounds one-sided, but it is true. Call it self-interest, selfishness or whatever. It is only human nature to ask, ‘What am I getting from this?’ People […]
The New Era Of The Cold Call – How Natural Selection is Moving Sales from Outbound to Inbound
The trend for inside sales is not coming—it has fully arrived at our doorstep. Rising fuel and labor costs have soared, and because of intense competition, the prices of our products and solutions have largely flat-lined—as have sales achievement levels. Companies have been forced to examine the complete cost of outbound sales and what they discovered […]
The Most Powerful Form of Sales in the World? I Think So!
Customers and clients like to feel reassured that the purchase they are about to make will do everything that the sales person has told them it will do. Why? Because there is a principle based around social proof that effectively confirms, “If other customers like this, it must be good”. The power of using testimonials […]
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