Because setting attainable sales goals can be a lot more tricky - and stressful - then people tend to think, here's a step-by-step guide to help you set and reach your targets.
A thirty minute meeting is definitely not enough time to fully explore a prospect's situation AND present your solution - but it is ample time to differentiate yourself from the competition.
The sales terrain is very different these days. In the new world of social media, social selling, the importance of collaboration and the centrality of the customer, we are truly entering a customer focused world. How are you managing the change?
Are you fully utilising one of THE most powerful forces available to all salespeople? Discover what the forgotton 'X' factor of sales success is, and learn 3 ways to harness its amazing power.
The ability to ask intentional questions (IQ) IS the difference between one salesperson having AN opportunity, versus another having a WINNING opportunity!
Sometimes it just seems impossible to convert an interested prospect into a paying client. You talk and talk, but never progress to the next step. Whenever you feel that you aren’t getting anywhere, review each of these preconditions to get the sale moving again.
How do we get the rest of our sales team learning from our top performers?
Too many salespeople view their buyers as anything but smart, especially those salespeople who deal with purchasing departments.
Because these quick tips primarily focus on style and personality, they fall into an "easier said than done" category.
After thousands of hours of study and many years honing technical skills to be a competent professional in your chosen field, it can come as a rude shock that you now need to sell your services and capabilities as well.
If recruiting is considered the lifeblood of an organization, then training must certainly be its pulse.
If you have to make cold calls as part of your sales process – either to set appointments or to find potential clients to sell your products and services to - then you know how hard it is to overcome initial resistance and establish rapport.
It’s every salesperson’s nightmare: the sale that unravels just before the deal has been closed. It happens more often than it should, and overselling is quite often the cause.
One of the biggest mistakes 80% of salespeople make when qualifying a buyer is to overlook or not react to obvious "red flags" prospects give during the initial call.
Cutting prices actually reveals the lack of selling skills by the salespeople who are using it. It also indicates a management team failing to provide necessary strategic planning and direction for the company.
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