Sales can be so lonely, most of the time because we operate as lone wolves. We have our own targets to hit, prospects to chase, customers to nurture, it’s no… Read more How To Get Out Of The Inevitable Sales Rut? →
If you want to improve your sales story then ask yourself these questions: How good is your sales story? Are you captivating? Are you intriguing? Do you give enough… Read more How Good Is Your Sales Story →
Here’s a question we get asked commonly, how do we develop the most effective prospecting list? Well before we start, let’s tell you what most sales people do. The… Read more How To Develop the Most Effective Prospecting List? →
So in our last article we introduced two techniques to ensure that you lose far fewer customers, those technique are At Risk Roster Stickiness If you missed the first… Read more Try This And You’ll Lose Fewer Customers (Part 2) →
If you missed the first part of this article then do have a read first in the link below: https://sales-icon.com/2019/02/25/if-you-want-to-improve-at-new-business-sales-do-these-two-things/ So previously we have been talking about two… Read more If You Want To Improve At New Business Sales, Do These Two Things……(Part 2) →
I have met with countless businesses and sales people in my time, and the common trait of the sales force which cripples many organisations is that they don’t have enough… Read more If You Want To Improve At New Business Sales, Do These Two Things… →
If you want to become an effective closer of sales then you must become familiar with the concept of Prime Buying Condition. Ask a question of yourself and your approach currently. How do you distinguish between your closing opportunities at the moment? Or maybe a better question is do you distinguish between your opportunities that are closing? The truth is that most sales people don’t, they merely have a list of opportunities where the decision is due to be made this week, month or quarter. Their approach then… Read more How to Close More Business Using Prime Buying Conditions →
I talk about a lot of psychology in my articles as it’s important to understand how the human brain works for any interaction we have, especially when we’re trying to sell. If I had to pick one of the most important pieces of psychology for new business development it would have to be the familiarity principle. If you missed this you can find it here: https://sales-icon.com/2018/11/05/the-secret-to-what-makes-the-best-salesperson-familiarity-principle/ Basically the more familiar we become with anyone the more their barriers dissipate, “we develop greater positive feelings the more we… Read more Nurture Your Way to Success in Sales →
