Tag: Sales Training Australia

The cold-caller’s guide to manoeuvring the gatekeeper

cold-caller’s guide   There are many ways of connecting with prospects to identify what opportunities actually exist within their organisations, including email marketing, direct mail, invitations to events and so on. Getting past the gatekeeper can be daunting. Here's our cold-caller’s guide to manoeuvring the gatekeeper. 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…

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How to ask for the sale

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. It's paramount that you know how to ask for the sale. Years and years of research have been conducted by our organisation, 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…

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

How to answer the phone   Customers and prospects contact your business by phone or call in to make enquiries about your products and services. That's why it's so important to know how to answer the phone. 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…

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

Measuring to win   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…

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

discounting 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…

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The questions that help you win sales  

Questions 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 they will make a decision?…

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The Natural Invitation to Buy

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…

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Asking the Hard Questions

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,…

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Duty of Care & Why it’s Your Responsibility

Duty of Care 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…

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Are Your Customers Happy, Will They Return?

Keeping Your Customers Happy   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…

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