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…….. okay maybe a slight exaggeration I admit but employing a VA, the wonderful Helen Stothard, has seriously benefitted my business over the last six months. I got to know Helen through Twitter over a year ago and instantly liked the cut of her jib! We are both two plain talkers and had some good online banter. . . . → Read More: Why I couldn’t live without my VA….. As regular readers of this blog will know one of my major objectives for this year was to launch my first book and I’m delighted to let you know that it’s out now and available to buy. In conjunction with Nikki Pilkington and with the invaluable help of my virtual assistant Helen Stothard it’s called “30 Day Sales Challenge” Over . . . → Read More: 30 Day Sales Challenge now available! Today I’m delighted to be featuring NICK HILL, otherwise known as Mr Presenter. Nick helps people improve their communication skills, develop their presentation skills and increase their personal effectiveness in sales and relationships. Nick let me have some great answers to my eight questions. Q1 Nick…How would you define an entrepreneur? For me an entrepreneur is a person who is . . . → Read More: Inside The Entrepreneur’s Mind : Nick Hill (aka. Mr Presenter) I come across lots of sales people who get really hung up about handling customer’s sales objections. So much so that it almost appears as as though they’re waiting for them to arise! In reality if we have successfully followed a persuasive selling sequence then they shouldn’t crop up because we will have successfully matched the benefits . . . → Read More: A-Z of Selling: O is for ‘Objection Handling’ Let’s face it …we’ve all been there. We’ve asked the right selling questions, identified the customer need, clarified the product benefits, asked for the order and they say: “It’s too expensive” Well….time for a quick reality check…despite what customers say it is actually rarely just about price alone. Customers rarely just want to buy the cheapest out there. If that . . . → Read More: What to do when a customer says ‘It’s too expensive’ 1. 90% of successful negotiation is down to preparation. Effective negotiators go to great lengths to plan the questions they will ask and the assumptions they will pressure test in order to get a totally clear picture of the current situation. 2. Set your ‘walk away’ point then forget about it. This is the breakpoint beyond which . . . → Read More: Ten Ways To Negotiate The Deal You Want . . . → Read More: Business Planning: Audioboo GUEST POST FROM SHERIDAN WEBB OF POWER HOUR It’s cold. It’s dark. It’s gloomy. We are in the middle of the difficult economic period. Naturally small businesses need to focus on sales at this time, but how? Well we can increase our marketing activity, we could put on special offers. Many people (including myself) are entering . . . → Read More: Service Sells Lots of people I come across struggle to understand the difference between selling and negotiation. Negotiation is different to Selling, and often follows on from it. . . . → Read More: A-Z of Selling: N is for ‘Negotiation is not Selling’ I believe that, when selling, the biggest killer is to hear the words ‘ I’ll think about it’ In my opinion it’s better to hear the word ‘No’ than to hear ‘I’ll think about it’ At least when the customer says ‘No thanks’ we’re able move on to another customer. ‘I’ll think about it’ builds up false hope and expectation, . . . → Read More: A-Z of Selling: M is for ‘Motivate’ |
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