Sales Meetings As meetings go, the sales meeting is one of the most important for any business, but at the same time can have mixed results for all those involved. Those in the selling profession see their job as one that generates the business and cash flow for themselves, the organisation and is the most [...]

Repeat Year – Must do Better! Quite often in business the sales effort tends to fall into the same routine as other parts of the organisation, with many of the day to day activities becoming a habit. To a large extent this can be put down to human nature, if it is not broken don’t [...]

  Make First Impressions Count.   “A clown puts his makeup on upside down so he wears a smile even when he wears a frown”. These words from a John Prine song reminded me of how in the world of selling we need to appear positive at all times to our customers and clients. Effective [...]

No Bells Ring at the Bottom of the Market No matter what market you are in, business has to continue to achieve sales to generate income. While experiencing the current economic environment it is easy to fall into the trap, feeling that the situation is continuing and there is no end in sight. There is [...]

It was with interest to once again read the how management at the department store was explaining the continuing fall in profit, their reasons and the remedies to return the company back to profit. As I have previously written the problem with Myer management is their failure to recognise the need to improve the selling [...]

A company’s success relies on the satisfactory delivery of what is promised to their clients and customers, this cannot be achieved without it being a fully sales oriented organisation. We all know that in any market, good or bad, there are sales opportunities to be made by all businesses. The important point that needs to [...]

The Art of Selling is the Profession – Not What is Sold Small Business Prospecting & Marketing. As every business owner knows the need to sell more of their products and services is vital to their survival as cash-flow is the life blood of any business. As with any enterprise, the marketing effort requires the [...]

By its very nature selling is a very personable and individual profession as sales are made as a result of one on one contact with clients and customers. There has always been “sales teams” where sales managers take pride in the fact they have a strong team achieving the results required by their management. If [...]

In any market, good or bad, there are sales opportunities to be made by all businesses. The important point that needs to be understood is that no matter what economic environment you are in unless you have an effective sales orientated organisation opportunities will be missed. Survival for any business is dependent on them selling [...]

This is the question many salespeople are asking in today’s selling environment. For many, sales have become slower than normal due to many factors outside their control and this results in pressure to reduce spending on prospecting. This is particularly relevant if the salesperson is responsible for their own self-promotion. The sales professional who has [...]