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Sunday, December 13, 2009 11:08 PM

Do you set the Sales Meeting Agenda or does the Prospect?

Today we will look at how we bridge the gap between introduction and uncovering the buyer’s need, which of course is the primary aim of the sales interview. If we are to be able to add any value through our solutions a way to do this is to set an agenda...
Posted by Brett Burgess
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Tuesday, September 29, 2009 11:58 AM

What Is Your Sales Impression?

As has been discussed in earlier articles, sales teams need to have a process to follow when presenting to new prospects to ensure more consistent closing ratios. In my experience very few companies I have seen have taken the time to identify the most...
Posted by Brett Burgess
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Wednesday, July 08, 2009 2:05 PM

What Is Your Sales Confidence Level?

Confidence is a huge issue for many salespeople. Following on from my last article regarding order takers and their comfort zones, my focus today is around the issue of confidence. This is something that always comes up when discussing prospecting for...
Posted by Brett Burgess
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Monday, March 30, 2009 1:41 PM

Do You Have A Sales Process?

Every business says they have a sales process, however many of these businesses do not have a process so much as an evolved way of doing things. When asked what is working well and what is not the answers are vague at best. It is very hard to measure...
Posted by Brett Burgess
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Tuesday, January 13, 2009 12:38 AM

Have You Benchmarked Your Sales Process?

Most people tell me they can sell once they get in front of a prospect, however if they don’t get the appointment they never get the opportunity to sell to anyone. There are two parts to a sale - the first is getting the appointment, the second is everything...
Posted by Brett Burgess | 1 comment(s)
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Thursday, August 07, 2008 3:06 PM

Questioning To Build Trust

Following on from last time we are looking at the importance of developing questions. Many of us feel the need to build credibility and trust through telling the prospect all about what we have done and what great companies we work for however asking...
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Sunday, April 20, 2008 8:35 PM

Do You Use Manipulative Closing?

We have been looking at the closing phase of the sales presentation and last time I touched briefly on objections. Sales trainers in the past would spend a large proportion of their time teaching methods of overcoming objections. Indeed a common myth...
Posted by Brett Burgess | with no comments
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