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Referrals

Do you always ask for referrals following a sale. According to Dale Carnegie 91% of clients are willing to provide referrals, however only 11% of salespeople ask for them. Even more important is that referred customers have a 16% higher lifetime value says the Journal...

Do you know why you lose?

When we win we put it down to a great campaign and when we lose we blame the price, the customer basically everyone but ourselves. If we lose we need to understand the real reason and make this a learning opportunity. Try reading Black Box Thinking by Matthew Syed to...

Price v Value

If you do not know what the customer needs to achieve you cannot possibly know the value you bring. And if you do not know your value all you have is price. If you are more expensive, what would your prospect need to know to justify paying more, then demonstrate that...

Salespeople do what brands do

Interesting article that links seven key brand building principles to the role of the sales person https://hbr.org/2016/08/the-best-salespeople-do-what-the-best-brands-do

How to change somebodies mind

Ever found one of your Sellers, Managers or Customers with entrenched opinions that you want to change. The facts are on your side but they are emotionally attached to their opinion. Take a look at this interesting article on the principles and tactics of how to...

Is Solution Selling Dead?

When the article The End of Solution SellingĀ  was written was this just attention seeking or has selling actually moved on, with solution selling left to withering on the vine? Well it certainly made me read the article, and then to think about the reality of what I...