When To Say "When"

A guide to putting inactive prospects in your rear view mirror

Ever had a prospect that looks so good, but is always just beyond your reach? Maybe they will decide next week, have to check the budget, the excuses are endless. How do you know when you need to move on? Time management is one the crucial elements of the sales process. These prospects can be time suckers.

Despite the onslaught of social media and on line networking, 'real life' networking is still a crucial element of many companies' sales and marketing strategies. Quite right too -- there are massive benefits to be had from attending networking events. Providing you're at the right event for you. Providing you do it well.

Finding opportunities by overcoming the buyer behaviors that most sales people walk away from. Learn how to set aside some of the most common objections buyers present. Stop giving up and start closing.

Do you feel like your lead generation is successful? A recent survey shows only 13% of the marketing, sales, and business professionals who responded think so. 35% of those surveyed said the biggest barrier to lead generation success is the lack of quality data. Here are 3 ways to leverage a business database for lead gen.

7 of the Best Sales Techniques

There are many Sales Techniques. How do you know which are the Best Sales Techniques for you to use?

A list of 7 of the Best Sales Techniques to help you Increase Your Sales. How do you adopt the best sales techniques that are easy to implement and remember? This article will guide you through these techniques and how they apply to how you sell. Ever wondered why Rapport is such a powerful method of engaging with your prospect?

In the quiet of our minds, we know that we can't "sell" anyone anything they don't really want. In the quiet of our minds, we know that being even slightly deceptive is not the way. Unstoppable Selling turns selling on it's heart by encouraging sales people to be trusted missionaries of help - an approach that frees people from beliefs that stop them from taking action. What might be possible if you were unstoppable?

When sales teams are under-trained and unprepared to use sales enablement tools effectively, firms spend a lot of time, energy and resources accomplishing very little. A well-designed, current training program produces the best results.

Forget you and forget your standard sales presentation. Let me explain...all of us have our own unique way of perceiving the world. This map has been created from the moment you were born to this very day...all your experiences have gone into the pot and created your map. Nobody else will have had your experiences in exactly the same way. They will have had their own experiences and will perceive the world in their very unique way.

Hoop Dreams

It's what you know about your game.

If you're getting paid for doing the "hands on work" while you're giving away advice for free, there's a better, more profitable way. Take a page from television sports commentators and start leveraging your expert experience and insights.

Do You Know Your Customers' and Prospects' 'Sales Direction' Filters? Knowing the Sales Direction Filters of your customers and prospects is crucial to increasing your conversions and generating all round improvements in customer relationships. At The Sales Consultancy we think they're vital in business and could not imagine our customer relationships without this knowledge. So what is a Sales Direction Filter?