Empathy – a sales superpower
What does empathy mean to you? You will have your own response and when I ask in my Sales Cardio workshops “What does empathy mean to you” the answers are usually similar. Standing in someone elses shoes, feeling what they feel, understanding their situation. All great answers and all correct but how do you demonstrate […]
Honesty – The secret to sales success
Honesty – The secret to sales success Honesty is the secret to sales success and here is why. If you have ever been trying to buy a product or service and you encounter a dishonest sales person you know it, you feel it. They are trying to manipulate you in an attempt to get your […]
What is sales cardio?
What is sales cardio? What is your passion, your driver? Chances you have more than one? Perhaps you love creating and building, inspiring and leading? Maybe your passion is for marketing, for numbers, for beauty or fitness, maybe you are driven to raise a family, to teach. No matter what your inspiration whatever it is […]
Features and benefits selling is dead.
Features and benefits selling is dead Features and benefits selling has been around for decades and we are all familiar with the script. Build Rapport Talk about product features Enthuse about product benefits Try to close Overcome any objections Now close And it worked well, until it did not There are many reasons features and […]
Do you know your lead conversion rate?
Do you know your lead conversion rate? Your lead conversion rate in my view is a number that is equally as important as revenue and profit. It should be reported right along side these numbers monthly What is a lead conversion rate? It is the calculation of how many leads that were generated by your […]
Why would I ever sack a client?
Why would I ever sack a client? Why would I sack a client ? That is a common question I get from businesses I work with when I raise this and a process is detailed in a recent blog what is your client selection process https://thesalesstrategist.com.au/client-selection/ And the philosophy is the same. Sometimes you need […]
What is your client selection process?
What is your client selection process? Most businesses I work with have no client selection process. It is normally, oh you want what we have, you then negotiate a price, and the buyer becomes a client. Let me ask you this, when you employ a new team member do you have a selection process, a […]
what’s the price ?
What’s the price? This would have to be the most asked question of sales people around the world and on a lot of occasions they are the first words from the buyers mouth, the buyers greeting, what’s the price ? If you answer this question you have nowhere to go, no power, no leverage, the […]
Lead conversion, not lead generation.
Start investing in Lead Conversion Despite how business acts, it is lead conversion, not lead generation that is the most important metric. And the simple reason is this. lead generation is sexy, lead conversion is not. The numbers – Lead generation Australian companies spend approx. 15.6 Billion dollars a year on advertising, 50.7 % of […]