“GOLD” Calling – Close more sales (Part 4)

In the previous article, we focused on understanding the term transformation. In other words, we discovered how your product or service will support your customer to move from an undesirable state, before purchasing your product or service, to a more desirable one, after they have invested in you and your product and/or service. Identifying your […]

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“GOLD” Calling – Close more sales (Part 3)

As we discussed in the previous article, you need to identify the customers and markets that you want to serve and then you need to modify your current products or develop new ones, so that you can effectively support these, customers or markets. Your Future Customers Remember that when you develop any new product or […]

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“GOLD” Calling – Close more sales (Part 2)

Go back to Basics In the previous article, I explored the concept of “GOLD” Calling and tried to give you an over view of the concept and the process you will need to follow to become a successful sales professional. In the article today, my objective is to start with the basics and as we […]

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“GOLD” Calling – Close more sales (Part 1)

“GOLD” Calling v.s “Cold” Calling “Cold” Calling The traditional “Cold” call, is a spray and pray process, where sales people believe that every customer out there is a prospect. They randomly select new prospects and believe that as sales is a numbers game, the more people they can randomly contact, the greater the likelihood that […]

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What does it mean when your “Future Customer” OBJECTS? (Part 1)

Most sales people dread encountering OBJECTIONS, especially objections around the value their product or service offers. These objections manifest in the form of price objections. In my experience OBJECTIONS are a very positive sign that the sale is proceeding well. They show that your customer is interested, but they also show that you have not […]

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Developing a Winning Sales Team

Sales success is all about ensuring that your sales team performs enough of the right sales activities daily. This is what the top 10 – 20 % of sales professionals get right on a daily basis and that is why they manage to achieve the required sales quotas year after year. They have a winning […]

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Are your Customers Really “KING”? (E)

It astounds me to see how many businesses provide really poor levels of service to their customers and believe that they can get away with it. Customers have become far more sophisticated and they have far higher expectations around service than ever before. If your business wants to thrive into the future, service is not […]

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