The cold-caller’s guide to manoeuvring the gatekeeper

There are many ways of connecting with prospects to identify what opportunities actually exist within their organizations, including email marketing, direct mail, invitations to events and so on. This article will discuss the strategy of cold calling – that’s right telemarketing! As we make over 1 million calls in our own outbound lead generating call centre, we know that telephone canvassing is the most efficient manner of qualifying prospects. The process we teach our own staff, as well as the…

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How to ask for the sale

Someone once told me that we should never try to close a deal; if you present the product or service properly the prospect will automatically buy. Years and years of research have been conducted by our organization, and the results clearly demonstrate that we should always attempt to close a sale with verbal or physical actions. So let’s review the sales process; the customer makes an enquiry and we use all our skills to connect, build rapport, question the customer…

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How to answer the phone: a guide for millennials – and the rest of us

Customers and prospects contact your business by phone or call in to make enquiries about your products and services. They expect to be acknowledged, greeted and treated like VIPs when they make contact with you. No matter what size company we work with, our best advice for business owners and sales team members is: “The reason you exist is to be 100% focused when a client or prospects makes contact with you” In fact, nothing else matters when you are…

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Measuring to win: which numbers keep your sales on track?

Winning organizations are those that regularly manage their Key Performance Indicators (also known as KPIs). KPIs come in many forms and it is important to monitor these from many areas of your sales based business. As they say “you can’t manage what you can’t measure”. So what should we measure in our business? We suggest that you regularly measure, monitor and adjust performance issues related to: - Monthly sales revenue - Incoming enquires through walk-ins - Internet and telephone enquiries…

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The unfortunate maths of discounting – and what to do about it

Many organizations are happy to offer discounts – all the customer needs to do is ask. In other companies, the sales people are so grateful and familiar with customers that on many occasions you don’t even have to ask for a discount – the sales person just volunteers a healthy slice of the profit back to the customer. When we offer a discount, we take away the profit directly from our cash register and give it to the customer. Not…

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The questions that help you win sales  

So we have the prospects attention on the phone, in your showroom, or at your sales counter – this is your opportunity to gather more information to increase your chances of winning the sale.   The answers to these questions are the key to winning the sale: - How did the prospect find you? - What are their reasons for approaching your company? - What are they seeking? - When they are looking at buying? - And on what basis…

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The Perfect Sales Pitch

The reason you lost your last sale…
 How good are you at presenting your company’s products or services? How good are your team members at presenting on the phone or in person? When was the last time you and your team reviewed and practiced your sales pitches? Think back to a recent purchase you made in which you were assisted by a sales person or BDM. What was the manner in which they presented their product or service? Believe it…

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Asking the Hard Questions

 Questions come naturally, most of the time.  However, the important questions are always the hard questions to ask. Let's say you have the prospects attention on the phone, in your showroom, or at your sales counter. This is your opportunity to gather more information to increase your chances of winning the sale. Take this opportunity to understand how the prospect found you, the reasons for approaching your company, what they are seeking, when they are looking at buying, and on…

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