Climate of Uncertainty.
With the current economic climate of uncertainty it is at times difficult to justify the expense of outside salespeople calling on customers. With all the technology available today companies are assessing how it can be leveraged into the sales effort and feel the same or similar results can be achieved through the new [...]
One of the most important qualities of the successful salesperson is their attitude to their business and personal life. Zig Ziglar, the famous American sales trainer, once said, “You can’t constantly perform in a manner inconsistent with how you see yourself”. In selling it is the right attitude that will be the difference between success [...]
During the past few years we have seen the retail sector of our economies struggle with reduced turnover as consumers buckled down and stopped spending. The normal mentality in such a crisis was for the retailer to cut price sales and we saw discounts of up to eighty percent off normal prices. This reaction results [...]
It is an interesting world we now live in with the pace of life and business taking on a momentum all of its own as never seen before. The delivery of news and information is at such speed we continually look for even more immediate responses and solutions. The quick fix doctor’s prescription for a [...]
The success or otherwise of the sales presentation for any product or service depends to a large extent on the salespersons ability to convey their message effectively.
This important aspect of selling is vital and requires a high level of thought and consideration of the client’s requirements and their needs as the buyer.
Serious thought has to [...]
The importance of complete customer satisfaction is vital for any salesperson to have any long term future in the profession of selling. All markets today are extremely competitive and it is the organisations that recognise this fact and make sure they deliver on what is promised by their sales team and in their promotion. Making [...]
With a new start to the financial year in Australia companies and organisations are implementing their new budgets and are looking to the next twelve months of business. Along with a financial review in all aspects of the business in the end it will come down to what level of sales will be needed to [...]
Effective Prospecting, How do you operate where you do? (Fourth and final in a series).
As mentioned in my first article on effective prospecting the goal of continuing success and income in real estate will only come from a well planned approach to your marketing. Remember, how effective you carry out your prospecting will be in [...]
Recently I was talking to a good friend, a successful Real Estate Agent, who had just come back from a holiday in Fiji. While away enjoying a well earned break a sales colleague sent a message hoping she was having a good holiday and suggested don’t bother coming back, the market had died. It amazes [...]
Effective Prospecting – Why do you operate where you do? (Third in a series)
This is an interesting question and the answer will always give an indication if the salesperson responding is operating like a business, that is, with an eye on profit. Do they have a vision, goals and a prospecting plan how to get [...]
