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Upselling? Cross-selling? Help! I’m Confused!

By | marketing, sales tips, Uncategorized | No Comments

Upselling? Cross-Selling? Help! I’m Confused!

Upselling and cross-selling. Do you these two phrases confuse you? If they do, you’re not alone. As if it isn’t enough to worry about selling the main thing that you do, you now need to sell other stuff too? Don’t panic!

It’s not actually that complicated. Let’s quickly explore what they both mean and how they can genuinely help you sell more in your business.

Upselling
This is where you try to get a customer to buy something in addition to the primary thing they want to buy (thereby making the primary product more expensive). For Read More

sales training - keep those leads hot

Effective follow up strategies to stop your leads going cold

By | marketing, sales tips, Uncategorized | No Comments

following up customers - picture courtesy of HubSpotEffective Follow up Strategies to stop your leads going cold

We’ve all been there – you get a great enquiry from an interested customer, you’ve talked, asked and answered questions, they are absolutely hooked and then….. you never hear from them again.

If you sit there just waiting, you are guilty of ‘failing to follow up’ and it’s one of the most common reasons why you don’t make more sales. So let’s have a look at some practical tips to boost your success rate with follow up: Read More

In sales, sometimes you need to get out of your own way

By | customers, entrepreneurs, sales tips, Uncategorized | One Comment

In Sales, Sometimes you need to get out of your own wayIn sales, sometimes you need to get out of your own way
This is about lacking self-belief, something which I proved to myself spectacularly yesterday. 

To give you the background, the Christmas before last, I went over a speed bump too fast and knocked off the right side of my car’s bumper. I shoved the broken bit in the boot, gave myself a good telling off for not taking more care and got on with things.

Over the next few weeks, I kept thinking ‘I need to get that fixed’ but put it off with a variety of excuses – I haven’t got the time, it will cost too much to order a new bumper, it will be inconvenient to take it to the garage, it doesn’t really matter, blah blah. 

After a while I got used to having a broken bumper and it sailed right down my list of priorities. 

Yesterday, I was clearing out the boot of the car and, tucked right at the back was my broken bit of bumper. My current mindset is a lot different to my mindset 18 months ago and I looked at this piece of debris and Read More

How good are you at managing your customer records?

By | customers, sales tips, Uncategorized | No Comments

How good are you at Managing your customer records?Tadpole record keeping
I admit I love a good sales database. At Tadpole, it was one of the first things I made sure I had, because in order to grow my customer base and so sell my services, I needed some prospective customers and I needed them fast.

So how good are you at keeping records? Have a look and see where you fall on this scale:

  1. I have a formal CRM system
  2. I have a proper indexed filing system (i.e. postcards)
  3. Pile of business cards
  4. It’s all on my phone
  5. Scraps of paper
  6. It’s all in my head
  7. Errr….what records?

Now, you will be relieved to know that I am not going to spout off about how a pile of business cards is no good, or that in this Read More

Are your customers thirsty enough?

By | customers, sales tips, Uncategorized | No Comments

The Parable of The Young SalesmanSales training - great poster

I recently saw this terrific Oasis advertisement and it reminded me of the following Parable:

A young Salesperson was disappointed. He had lost an important sale. In discussing the matter with the Sales Manager, the young man shrugged. “I guess,” he said “it just proves you can lead a horse to water, but you can not make him drink.” “Son,” said the Sales Manager, “let me give you a piece of advice: your job is not to make him drink. It’s to make him thirsty.”

I reproduce this lovely little parable because it sums up what selling really is and what it absolutely isn’t.

Read More

5 Reasons Your Customers Will Not Buy From You

By | sales tips, Uncategorized | No Comments

5 Reasons your customers will not buy from you.Sales trainer - men walking away from a sale

As a sales trainer, I spend a lot of time trying to help people sell more. But it’s also useful to know what things you shouldn’t do – the sort of things that will have your customers running for the hills (or at least hanging on to their cash). If you are doing any of these, please stop now – it’s costing you money:

1. Talking too much. It’s a cliché that a good sales person must have ‘the gift of the gab’. You are never going to persuade anyone to buy from you by talking them into submission. So ease up and, to use an old sales maxim, remember that you have two ears and one mouth and use them in that proportion. Read More

Make someone happy today – recommend them!

By | customers, Uncategorized | No Comments

Make someone happy today – recommend them!how to sell - happy people

In my job I train people how to sell. When it works it is amazing – they get something they can use for life and, sometimes it transforms them. That’s a wonderful feeling. What do you do that helps people? Perhaps you provide a service or product that they love. It doesn’t really matter what it is, but don’t you just love that terrific warm feeling of a job well done and a customer with a smiling face?

So why not spread a little happiness around? When someone is kind enough to thank you, praise you or publicly compliment you on what you have just done for them, don’t you feel just a little bit taller, a little bit Read More

sales Trainer

How to choose a sales trainer

By | Training, Uncategorized | No Comments

How to choose a trainersales Trainer

When the time comes that you decide you or your people need some training, you will probably want to do some research on the various providers out there. Training can be a big investment for an organisation and you want to make sure that what you spend is going to yield results, not just waste your money. Here are 6 tips to help you choose wisely:

1. Does the training provider have a good track record? If they only started 5 minutes ago, then you are probably taking a chance with them – of course they could be wonderful (but equally they might not be).  So look at their background; if you are looking for someone to train you in sales, do they have a good track record of selling? If you work in the banking sector, would you want someone who has never worked in finance before to do your training? You get the idea. See who they have worked with and how recently – they should be able to give you this information if you ask. Read More

Do you want to talk business? OK, let’s go to a coffee shop.

By | customers, entrepreneurs, Uncategorized | One Comment

Do you want to talk business? OK, let’s go to a coffee shop.Sales Training London - old fashioned coffee shop

Many entrepreneurs don’t have their own offices and either work from home or meet clients at venues such as coffee shops. This week, whilst having a really productive meeting with a fellow business woman in a wonderful local cafe, it occurred to both of us that, to the casual outsider, it may have looked like two women just meeting for a bit of a catch up and a gossip. 

Nothing could be further from the truth; we discussed strategic plans, growth strategies, recruitment, business development and made a follow up appointment to pursue a particular line of discussion. 

There are lots of reasons why coffee shops (or similar) can be terrific venues for meetings if you are a start-up; Read More