Cold calling is an essential tool for many sales professionals – and to do it successfully requires good nerves, a thick skin and, of course, an ability to sell. But, despite its importance, many salespeople shy away from cold calling and find it extremely stressful. Here are six tips on how you can overcome cold calling anxiety. Breathe slowly Everyone has different rhythms of breathing to keep them relaxed. To find [...]
What makes a prospect decide to buy? There are many reasons, from the price and the timing of the call to the communication skills of the salesperson. However, what really seals the deal in many situations is when a prospect can’t think of any good reason not to buy. This happens when a sales professional is able to deal with and break down each objection that a client may have, until [...]
As a salesman, a sales manager, and a sales leader, I have worked the gamut of company size, from the lone salesman through to leading a very large team; and I have sold into practically every recognised industry and vertical market. As you might expect, over so many years, I have been on many training courses where they have delineated the theoretical stages of the selling process, from initial research and [...]
Things that if you don’t get them done, they will leave you with a New Year hangover of epic proportions.
Hi! Last Saturday, the temperature dropped and we woke in our house to white frost stretching out across the garden and the valley. With hot clouds of breath following us down the hill, we walked down to the switch on of the Christmas lights, counted down from 10-1, ate mince pies and candy floss, rode on donkeys, walked around the Christmas fayre, and whooped on a mini train. On Sunday, myself [...]