Do you know if you’re NOT all that good when it comes to selling?

By Suzanne Burgess   Being aware of what you’re not good at in the sales process is an excellent starting point for future self-development. For example, a few years ago I was battling with conducting a thorough needs analysis when in front of a prospective client. I always felt a little on the back foot in these situations. It was only when I recognised this shortcoming and set about researching some techniques, working on my approach and mentally preparing a comprehensive list of questions ... Read more

What impact do your sales meetings really have?

  By Suzanne Burgess   Most sales managers agree that their weekly sales meeting sets the tone for the week ahead, so perhaps there is something that is influencing your sales team's state of sales mind - either positively or negatively. How do you feel about your sales meetings? Are they generally positive and upbeat? Do you use the meeting as an opportunity to solve problems and recognise success, or is the meeting attended somewhat reluctantly, knowing it's just going to be another 'beating'? Is ... Read more

What state of sales mind are you in?

  By Suzanne Burgess   Are you on top of your sales target, feeling happy and positive about your current business opportunities or are you stuck in a rut about how to generate new leads or close those deals which have been pending for months? If it's the latter, then it's time to THINK differently and DO differently! Half of the problem of getting into a sales rut is the feeling that despite what you think are your best efforts, you're just spinning your wheels. This ... Read more

Do You Sell Shallow or Deep?

  By Suzanne Burgess Whilst some salespeople are simply too laid back to care, most salespeople who stay in the shallow water do so because they lack confidence at some point in the sales process. Shallow selling, i.e. just doing the bare minimum without too much personal effort is pretty easy. That’s when you go to see a client and sell them the easiest “solution” you have available – perhaps your entry-level sales offering. You know how to sell it, the client is already ... Read more

Does your company’s sales strategy allow for collaboration?

  By Suzanne Burgess Many entrepreneurs collaborate with other non-competing companies to generate sales and add value to their clients. When values align and mutual trust and respect exists, it sets the stage for extremely successful joint ventures and long-term relationships. This formula will work for salespeople. Discuss whether your sales environment supports creative collaboration and if you are all truly reaping the benefits of joint venture possibilities that are out there. Are you missing out because you are closing the door on potential ... Read more

What Do You Know About Lead Nurturing?

  By Suzanne Burgess How does a lead, perhaps someone's name scribbled on a piece of paper by a friend, somehow turn into a major deal? The answer is obvious - by nurturing the development of that lead carefully through the necessary sales process stages, over time it will most likely metamorphose into something worthwhile. Providing you apply the right process of course. Your CRM system will assist you track how well your process is aligned to what you do on a daily ... Read more

Does Your Sales Team Have A Sense of Urgency?

By Suzanne Burgess   Moving a sale along is all about creating a sense of urgency. This doesn't bode well for those who have a fairly laid back approach to selling. Creating a sense of urgency is closely affiliated to correctly understanding the client's needs. If you haven't articulated the value of what it is you are selling, then the potential client won't understand the potential loss that they incur by postponing their buying decision.  The caveat is though, that although shortening your ... Read more

The Benefit of Sales Focus ain’t no Hocus Pocus

                    By Suzanne Burgess   In sales, if you can't focus, your thoughts and actions are scattered all over the place, as are your sales efforts. Professional salespeople are focused. They are planners. They prioritise. If you find that you suffer from a lack of focus, then change the way you approach your daily tasks - get back to basics and master the skill of planning and prioritising. If you don't have a documented sales pipeline, that's the first problem that needs to be ... Read more

“Self-confidence is the Memory of Success”

By Suzanne Burgess   The most confident sales-people are those who give themselves credit for their accomplishments - including all those "little victories" throughout the day. Get that loud committee in your head to start acknowledging all of your wins and positive sales accomplishments. Boost yourself daily. Pat yourself on the back for each forward advance you've made towards your sales target for the day, the week and the month. Self confidence is a baseline requirement for a successful salesperson. Confident salespeople look for new business. ... Read more

Does your Sales Team know how to discuss value?

By Suzanne Burgess   Price is what you pay - Value is what you get. -- Warren Buffett There is no such thing as absolute value in this world. You can only estimate what a thing is worth to you. - Charles Dudley Warner The ability of a salesperson to articulate the value of his or her product or service is a vital skill that is often not mastered as well as it ought to be. It also needs to be articulated differently in ... Read more
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