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good sales people Archives - Page 2 of 2 - Tadpole Training

The best sales people know when to shut up

By | entrepreneurs, sales tips, sales training | No Comments

The best sales people know when to shut upclosing sales by knowing when to be quiet.
Have you ever been in conversation with someone, there is a lull, no one speaks and you have the strongest urge to fill that silence with something, anything? We human beings don’t like uncomfortable silences and it is a natural reaction to try and fill this void with words or noise of some sort.

Have you noticed the way that time stretches in moments like this? A few seconds can feel like forever. It makes us feel uneasy and we don’t like it. 

Sometimes we take this to extremes. Who hasn’t chattered nervously about the most inane things because we feel we should? And it can be even tougher when we are in front of a customer. I was talking with someone at a business exhibition a few weeks ago and he was telling me how frustrated he was that he could think of several occasions where he had won the deal and then gone and talked himself out of it again! Read More

Small Businesses, Claim your Competitive Advantage (Part Two)

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Small Business, Claim your Competitive AdvantageSales Training London - happy lady

Yesterday, we looked at some reasons why it can be good to be small. As a small business, you:

Respond Faster

Have More Flexibility

Have Better Relationships with Customers

Get a Personal connection to the Customer

Have Specialisation

Have The Community Edge

Today we will look at some more reasons, starting with:

Present a more compelling message
Large companies have so many people involved that it can be really difficult to create a strong message (for example a marketing campaign or new product). With multiple contributors, no one person knows the entire message and it can be difficult to get a consensus. Add to that various layers of management approval and a message will easily get diluted.

However, as a small business you have very few people involved and can create a strong compelling message quickly and then get it out into the wider world.

Better, faster processes with less red tape
Large companies certainly have lots of processes. However, they also have lots of individuals who may or may not follow them. Think about it, for a proposal, there may be different teams involved, reporting to different supervisors, with different (and possibly conflicting) objectives. It can be both challenging and time consuming to get everyone to agree. The chances are, that with larger organisations there will also be an element of office politics involved too. The different individuals or departments may all be following a different process, so a new one has to be introduced to ensure consistency for each new project and then everyone has to agree to follow it. If this is repeated again and again, then confusion will be the constant. Understandably people can then be reluctant to learn new processes so frequently and actually the whole thing becomes more chaotic. Read More

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Why you should stop discounting and charge more

By | customers, entrepreneurs, marketing, negotiation, sales tips, Training | 4 Comments

Why you should stop discounting and charge more


When you looked at that heading, did you think ‘no chance!’ Or perhaps you shouted at me; ‘what does she know?’ Certainly, if you are anything like most people in business, you might have some genuine reasons to be sceptical, like:

 

1. I need to give discounts to win business
2. I need money and I need it now – so even if it’s not that profitable, by discounting I do get some cash flow
3. I’ll raise my prices when I’m busier
4. I don”t know how to justify charging more
5. It’s just easier to give a discount
6. My customers can’t afford to pay more

Well, if that is you, then you need to know that, unless you are in the bargain basement discount end of the market, discounting has been shown not to work. These are the main reasons why:

 

1. Someone else will always discount a bit more – so before you know where you are, they have undercut you, then you need to undercut them and so on. The result? Even if you do make the sale, you have totally eroded your profit margin.

Read More

Why you are my enemy!

By | sales tips, sales training | 3 Comments

sales training - Janet EfereWhy you are my enemy!

I would love to send a letter to all the bad salespeople in the world, explaining what they are doing wrong. Then hopefully, they would take my well-meant advice and stop bothering me! If I did, I suppose it would look something like this:

 

Dear salesperson,

Do you know that you were never going to sell to me? Would you like me to tell you why? Actually, even if you don’t want me to tell you, I’m going to. Perhaps it will help you improve; perhaps it will make you change jobs. I don’t know, but at least you won’t bother me any more. So here goes: Read More