Archive for April, 2008

Rejection – sometimes it really is personal

Sunday, April 27th, 2008

It’s one of the oldest sayings in sales – “rejection isn’t personal”. But sometimes, more frequently than we’d care to admit, it really is personal. As salespeople we need to accept that sometimes people may just not like us or get on with us, and learn to live with that.

The Joy of Text (or “Is it just me who hates webinars and video”)

Tuesday, April 22nd, 2008

I like to think I keep up with the times. I’m PDAd-up, work a lot via mobile broadband, and of course, run a blog.
But one thing I just can’t get the hang of is the increasing use of multimedia resources on business websites.

Back to Basics: The Vital Importance of Sales Activity Targets

Tuesday, April 15th, 2008

Everyone recognises the importance of having a clear vision for their business, and of setting specific, measurable objectives. And almost all businesses have clear sales targets for the year – and usually quarterly and monthly targets too.
But what I see much less often are clear Sales Activity targets. Targets for what you are actually going [...]

You Are What You Sell

Tuesday, April 1st, 2008

Selling services has always been difficult.
The intangible nature of services means that potential clients cannot “touch and feel” or test the product before buying - so all the great benefits of the service can often be viewed as simply salesperson’s claims rather than hard facts. Worse still: even if your services are unique, highly differentiated [...]