I saw some figures again the other day that were allegedly from the DTI in 2005 (though I have to admit to trying to verify the source when I first found these same figures two years ago and not getting anywhere). Anyway, they're still making the rounds, so here they are: 47% of new business … [Read more...]
Want to get your prospecting off to a good start?
October 23, 2009 By Leave a Comment
Let's say you've psyched yourself up to do some telephone prospecting (no mean achievement ;)). You're not experienced at this but you're determined to give it your best shot. You've picked up the phone and got through to your target individual so you introduce yourself and you now ask your … [Read more...]
What do you need for business success?
October 23, 2009 By 3 Comments
Apart from competency in what your core business does, you also need access to skill sets in certain broad areas that will have an impact on your company's ability to achieve its ultimate potential. I've listed the most obvious ones below in no particular order with examples of subsets to think … [Read more...]
Selling and Commercial Awareness
October 23, 2009 By Leave a Comment
If you are one of the many people who really don't feel comfortable with the whole idea of selling yet need to contribute the growth of your business, how about substituting 'selling' with 'commercial awareness'. If you think the two are miles apart you could try just looking at them from a … [Read more...]
If you could do whatever you liked for a living…
October 23, 2009 By Leave a Comment
What would it be? Or are you already doing it? This isn't just 'pie in the sky' wanderings: It's going somewhere. The main point here is that if we can't get excited or even show some enthusiasm for what we do, and we're running a business, how on earth can we expect to' light anyone else's … [Read more...]
#1 of 10 Telephone Sales Tips on how to create a positive image
October 23, 2009 By Leave a Comment
Prepare yourself for making your calls by getting into the right frame of mind: Let your voice project the image of a smile When you smile your voice automatically gets a "lift". Don't force it and don't try to fake it. Think of something that makes you happy; you're going to get lines in … [Read more...]
#2 of 10 Telephone Sales Tips on how to create a positive image
October 23, 2009 By Leave a Comment
Prepare yourself for making your calls by getting into the right frame of mind: Respect your listener's time Say who you are and where you're calling from right away and ask if s/he has a couple of minutes to talk with you. Don't mess around once you're through to the individual who either … [Read more...]
