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

  Winning organisations 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 Number of…

Read more

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

Many organisations 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. Let's do the maths on discounting. When we offer a discount, we take away the profit directly from our cash register and…

Read more

The questions that help you win sales  

The best sales people in any team understand the value of asking great questions: “Great Sales People, ask Great Questions!” The better the quality of the questions the less objections you will receive when asking for the order. Identifying who the decision makers are, is often an area that we don’t often explore enough. We need to identify how many decision makers there are and what each person’s interest is in the proposal. A decision maker may have an interest…

Read more

The Perfect Sales Pitch

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…

Read more

The Natural Invitation to Buy

If you don't ask, The answer will always be NO. 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 organisation. The results clearly demonstrate otherwise. We should always attempt to close a sale with verbal or physical actions. So, let's review the sales process. Once the customer makes an inquiry, we use all our…

Read more

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. We're experts in asking the hard questions. Take this opportunity to understand how the prospect found you, the reasons for approaching your company, what they are seeking,…

Read more

Duty of Care & Why it’s Your Responsibility

Offering "Duty of Care" - It's Your Responsibility! When was the last time you made a purchase and right at that pivotal moment when you agreed to buy the sales representative asked you the one question. "Would you like to purchase the extended warranty that comes along with this product?" Sure, it is very common. Sometimes we may even feel a bit manipulated by the sales process. However, have you ever stopped and wondered why the retailer, manufacturer or wholesaler…

Read more

Are Your Customers Happy, Will They Return?

  We all have a range of customers, some who have been with us for years, and some who are relatively new. In addition, we hope that every business has a database of entries representing those customers that have purchased from us in the past. If any database is to be useful, it should contain information such as when the customer first inquired, when they purchased and what they purchased. It will also contain contact details such as email addresses…

Read more