Author: Sue Barrett
Having a purpose – the ‘why’ factor – is becoming a key focus as businesses, leaders and employees alike seek to find more meaning in their work and each other and most importantly their customers and community. Businesses leaders are coming to realise, slowly, that it’s not what you do that differentiates yourself from your […]
While marketing deals with markets of many, selling will always be about markets of one. So how do you make your customers love you? Despite the advances in technology and the rise of the internet, customers still want personal and single contact satisfaction. Contrary to some pundits who believe the role of salespeople is becoming […]
A good sales proposal demonstrates real value; a quote just offers a price. Preparing a proposal is a critical part of the sales process. However, many sales people loathe producing proposals and consider it a chore believing they don’t get maximum value or return from their efforts. This leads to quoting prices or at worst […]
Myth: The best sales person makes the best sales manager. Fact: Selling and managing are two very different positions with different demands and expectations. Most exceptional sales people do not make great sales managers. On the contrary, they usually make the worst sales managers for the following reasons: They were not properly educated, trained or coached to be […]
Great sales people, high achievers and great leaders know and believe in the power of thought. Our thoughts lie at the root of our success or failure. Our thoughts give birth to our feelings and behaviours which in turn lead to actions that affect our results; good, bad or indifferent. So if you want to […]
For many, the thought of having to sell something sends people in to a nervous frenzy and denial about their ability. Even some sales people and business leaders admit to feeling this way. The fact is we can all do it. Every single one of us is selling virtually every day. It may not be […]
These days, time is money. We’re all aware that we need to manage our time well to get the job done, increase our profit margins and keep our clients happy. But, most of us are easily distracted. Proper time management is crucial for salespeople and business leaders but everyone – even those at the bottom of the ladder – […]
A coach is someone who helps people achieve their goals faster and become or maintain a ‘number one’ status. Elite performers see the value their coach brings to their craft. In business, coaches can come in a range of different roles as long as the role involves helping others to gain and create insights that […]
17 years ago, with just $3000 as my seed capital, I set out to build a business that would ultimately aim to reshape and reform the profession of selling for the 21st century. I have seen selling change through the decades. Not only have I seen the industry of sales go through a transformation, but […]
We’ve all heard the expression ‘sex sells’. Normally we are referring to advertising. However, all too often in the sales world sex is used to sell a product or service. I’m here to say it simply doesn’t work – not in the long run. Sales in today’s climate is about business acumen, communication skills and […]
We all know business practice, trends and processes change rapidly and we do our best to be on the front foot. The social media phenomenon is a good example of this. Whether we’re tech savvy or not, businesses both large and small have had to jump on board and embrace the newest tools in the […]
The sales team or salesperson is an important role in any business. They research potential clients, actively prospect, write proposals and secure sales. They keep the business growing. However, unlike their corporate counterparts, SMEs operate with a smaller budget and limited resources. It’s plausible that larger businesses can afford to, and do, invest in the […]
We all know selling and confidence go hand in hand. To be effective you need to confidently engage in conversation, be unafraid to ask important questions, proactively prospect and not be discouraged by rejection. Many salespeople come across as aggressive when they should really just be assertive. Believe me that there’s a big difference. Both […]
The world of selling requires resilience. Being ‘sales ready’ and having the right skills is one thing but you also need the confidence to put what you know into practice. Often the fear of rejection can hold salespeople back from doing their best work. The term ‘no’ isn’t necessarily a rejection. A customer who says […]
