Sales – Where timing is everything!

Sales – Where timing is everything!

A great deal on a new roof today, is no good to me if I’m only just digging the foundations! You may be selling a great product but if the buyer doesn’t need it right now you are wasting their time (and yours) and potentially alienating yourself from a future sale....
Sales process – when does it end?

Sales process – when does it end?

I write a lot of sales related articles and I read a lot too! It’s the best way of finding out what’s going on in terms of thoughts and ideas for the ‘now’ and the ‘future’ of professional selling. It seems to me that every sales ‘expert’ has their own unique sales...
40% of new car sales closed on first visit!

40% of new car sales closed on first visit!

If you want stark proof of how buying habits are changing then look no further than recent research in car sales that discovered “40% of new car sales are now made on the buyer’s FIRST visit to the showroom.” (Source – Automotive Management Online 30/07/18) That...
Customers ‘Resistant to Sales Activity’

Customers ‘Resistant to Sales Activity’

I read an interesting article last week published in London Loves Business. The article featured results from a YouGov poll that appeared to have been conducted on behalf of pipeline management software firm Pipedrive. The headline claimed that “UK firms lose £15,000...
Sales People – We’re doomed, Doomed!

Sales People – We’re doomed, Doomed!

The unforgettable catchphrase of Dad’s Army ‘dour Scot’ Private Frazer is to be celebrated along with seven other characters of the comedy classic. The Royal Mail has produced eight new stamps as a celebration of the show’s 50th anniversary. Here’s a link should you...
What makes a great salesperson?

What makes a great salesperson?

In my work I often get asked “What makes a great salesperson?” “How long have you got?” is my usual reply, as the answer (despite what some may say) can never be summed up in one or two words or phrases. The answer will of course depend entirely on the...