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Following on from the article in the last issue of NZSM, ‘Hiring your next superstar – making the most of the interview and selection process’, …

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How many sales efforts do you know of that don’t claim to be about selling “value”?

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If all you business owners reading this were not doing what you are doing, would you be working as an employee for a different company as a Sales Manager? I would probably hazard a guess and say the vast majority of you would not, in fact the thought of having a job title with the word “sales” in it probably sends a dreaded shiver down your spine.

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We received a cold telephone call at home a couple of weeks ago from a company offering private tuition for children.

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Have you ever bought a house? No sooner than you buy the house than the real estate refers you on to an insurance agent. And a lawyer. And assorted services.

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Sales Opportunity Qualification is one of the most valuable skills for a professional salesperson to develop.

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Whatever your type of business, this time of year is all about Christmas, holidays, the end of one year and the beginning of a new year with a fresh start.

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There are a lot of ways that small business owners can encourage repeat business and still offer benefits to their customers. A direct sales business thrives and grows because of referrals from existing customers and the networking done by the business owner.

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Most companies these days are familiar with the value of a CRM system in relation to storing relevant client data and details, but there are other functions of CRM that people are less aware of. For example, an effectively functioning CRM system can be used to generate sales and increase staff productivity.

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Casually flicking through the latest tech magazines (as you do in this industry) I was struck with one thought – every publication mentions cloud computing at least twice per feature.

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Do closing techniques still have a place in the consultative sale? Traditional sales training used to include a focus on teaching sales people a number of different closing techniques.

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During training sessions, the people working in those industries talk about their favourites but there is always one that becomes the problem they have the most trouble with.

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How do we ensure our communication is understood? How do we get communication to be relevant, interesting, and exciting to the other participant?

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As an Expo exhibitor and visitor, it often surprises me how little thought seems to be put into preparation of the stand, and how unprepared the sales team can be who are on the stand.

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Cutting straight to the chase Jamie, in your experience dealing with sales professionals and business owners over the years, what separates top sellers from the rest?

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“Your attitude will determine your future…”. It sounds simple, but it is harder to actually do, especially for sales people. Developing and maintaining a positive mental attitude requires determining and controlling your thoughts.

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Remember, you don’t even have to own a business to make money from Joint Venture’s, but it does help to have one.

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There is no question that in these economically uncertain times, sales leaders will need to get a whole lot smarter and more shrewd if they are going to keep and grow their existing customer base.

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