Category Archives: Conducting Sales Visits

How to Ensure ‘Beginning With The End In Mind’ Works For You, Not Against You

One of Stephen Covey’s 7 Habits Of Highly Effective People is: Begin with the end in mind. In other words, do things in a way that will give you the best opportunity of achieving your desired outcome. And whilst Covey … Continue reading

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“If you you’re so interested in doing business with me, why do you insist on talking about yourself?”

There’s an adage in selling that says, “People are interested in people who are interested in them”. And so it is with prospects; it’s a basic of selling.

Many salespeople seem to forget this though and spend the first period of a sales conversation with a prospect talking about themselves, their company and their product/service. In some cases they mistakenly believe that is what salespeople should do; in others it is because they don’t feel it is right to ask for someone’s time and then to go and ask questions. The truth is that only poor salespeople go and do all of the talking, whereas by asking questions of the prospect they would be engaging in that basic of selling, as questions show that we’re interested. Continue reading

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27 Reasons Why Your Prospects Don’t Buy From You

Sometimes in sales things don’t go as we want them to. Having spent time and effort discussing your product/service with your prospect you can find yourself not winning their business. Spending time evaluating these situations and learning from them can … Continue reading

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How Offering Good Customer Service Cost Me A Sale … and Why I Won’t Be Doing It Again!

There’s an old saying that says, “The road to disaster is often paved with good intent”, and in the case of sales and customer service I have experienced a number of occasions when I, colleagues and clients have come unstuck; … Continue reading

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How Dress Down Day Worked For Me

I had been working on breaking into a major competition account and had visited them a number of times when they introduced ‘dress down Fridays’.  This involved the usual formal attire of business suits and ties making way for smart … Continue reading

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Do You See An Opportunity For What It Really Is?

Success in selling often comes down to how observant you are as an individual.  Do you see what is in front of you or rather what you think is in front of you?  Let me explain why this is important. … Continue reading

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