Four reasons why categorising our accounts is a great idea 1.It gives focus. 2.Spend time on accounts which give most reward. 3.Working to a strategy. 4.Professional approach.
Sales management tip – what every sales person will say they don’t want but definitely need
Sales management tip – what every sales person will say they don’t want but definitely will need. Once you’ve trained your sales person to do something and they’ve gone out and done it, job done, right? Wrong. Sales people need
Sales tip – take a look for what you know, but aren’t doing
Sales tip – take a look for what you know, but are not doing. Knowing isn’t doing. Just because we know it doesn’t mean we do it. This seems to be true for all of us, but perhaps particularly true
Top tip for lawyers needing to do more business development
Top tip for lawyers needing to do more business development. Most lawyers find db towards the bottom of their to do list. Few lawyers decided on a career in law to develop and exercise their sales skills. As you develop
Why is it important to stand relatively still when presenting?
Why is it important to stand relatively still when presenting? Some people are natural wanderers when making a presentation, they naturally walk from side to side, or forwards and backwards. Whilst being animated and passionate in our body language can
Presenting to prospective clients – how to stand out from the crowd part 1
You have a pitch to a prospective client but you are one of three or five to do so, how do you stand out from the rest? Don’t fall into the trap which is so easy to do, that is
Presenting your proposal – What if your client/colleague interrupts with a question?
When presenting an idea either informally around the table in a meeting, or more formally standing up with slides, what do you do if the client interrupts your flow with a question? At first it’s easier to think what
Selling at a senior level
Selling at a senior level There are particular challenges when selling at a senior level. By senior we usually mean Director or Chief ‘C’ level. These people tend to have common characteristics. Their objectives includes making their organisation more profitable
One of the oldest sales tips we all forget
What is one of the oldest sales tips we all forget? What do we all do from time to time, or rather forget to do? When we go on sales training courses we will cover the basics. When we’re
Keeping in touch with prospects can be interesting as well as necessary
We have a prospecting list. We are told we need to keep in touch. We know we should keep in touch, but we don’t want to be a nuisance. There is a way to do it that can make it