Articles

The problem of the self serving ‘sales patter’ inflicted by many salespeople on their prospects, stems from sales training and inductions for new recruits still being too focused on product features and benefits, rather than the problems and issues that clients have. I learned this lesson the hard way many years ago, selling scientific instruments […]

A survey of businesses from across New Zealand has revealed that despite the challenges and uncertainty caused by the 2011 Canterbury earthquakes, Christchurch businesses are more confident about taking risks than the rest of the country. Commissioned by insurance group, Suncorp New Zealand, UMR Research spoke to 415 small, medium and large New Zealand companies about […]

Today the simple fact is that if a business in New Zealand does not offer the ability to purchase goods or services online it is losing business. Even successful brick and mortar retailers with a loyal customer base recognise that foot traffic alone isn’t sustainable, or profitable, forever. Living in a globally connected digital age […]

How should salespeople react when there is a dip in the market? If you’re willing to adapt, these downturns can offer great opportunities to grow both revenues and market shares. If you can grow your market share without discounting during a market downturn, you should be able to convert your increased market share into even […]

For many, the really hard part in making sales or winning new work is securing that first meeting. Once that’s done, the next stage is getting your prep done so that you can maximise this hard-earned opportunity. This is when business owners and sales reps start to think about their messages, what they want to […]

We all have days when the sales issues seem just too hard to conquer. The customer finds a cheaper alternative, you find a strong existing supplier relationship too hard to crack, there is a simple lack of budget, or like the majority of opportunities lost, there’s just ‘no decision’ made at all. A principle that […]

A look at what kinds of things you can (and should) systematise, and the importance of evolving your systems as your business changes and grows. A vehicle needs its engine and chassis to be kept in good working order if it’s going to reach its destination safely. That’s why new cars are sold with a […]

Most people will probably associate the words influence and persuasion with the sales process. However, influencing – getting another person to accede to your requests – is at the core of most soft skills, including leadership, negotiation and teamwork. All of these functions require us, at some stage, to influence and persuade others. It may […]