In many of the conversations that I have had over the years with Sales Directors and Sales Managers they have asked me to train their sales people to close the sale and I have said “No”. “Why not?” is often their reply and I say that it is like helping someone to plan a marriage.
March is planning time for me – business and garden planning. My new financial year starts on the 1st April, as it may for many of you too, and so I am reviewing my strategy, deciding what I want to achieve next year and developing both sales and cashflow forecasts. At the same time,.
Malcom Wicks of Simple Plans shares with us survey results of the most effective marketing tools for acquiring new customers. Why we did the survey Acquiring new customers gets even more difficult in a tough economic environment so it’s crucial to use the most effect marketing tools. To give you some indicators to help with.
Lack of confidence Lacking the confidence for sales and business development can partly be a result of having a fear of selling which we covered earlier but is often as a result of not having the necessary skills and knowledge. Very few people are natural sales people and it is something we have to learn.
No understanding of what activity is needed as a firm and as individuals Do you know what sales and business development activity you need to do to achieve the results you want and how you can make the best use of your time? How much networking do you need to do? How many seminars do.
Fear of selling This particular fear is not only applicable to professionals but is felt by both sales and non-sales people alike. The most successful sales people have conquered this fear (if they had it in the first place) and we can learn a lot from their experiences. The fear of selling usually stems from.
Not managing the business development activity Sales management is common practice amongst successful corporates and yet sadly lacking in most professional service firms. Sales management is about monitoring performance and managing and motivating individuals to achieve the vision and goals that we mentioned in Barrier One. Early on in my days of business development training.
“We are professionals not sales people” One of the biggest barriers is not in the ability to sell but the will to do so. Most readers of this article will have chosen their profession for a specific reason and I bet that it is not because they wanted to be good at business development. Given.
Time One of the most frequently presented challenges from professionals is that they don’t have time to spend on business development. This is a very real barrier because professionals are a unique breed in that they are tasked with delivering the work, managing the client relationship and also winning the work. When they are very.
Lack of a vision, clear sense of direction or a goal Many of the professionals who we work with at Auric Results start talking to us because they recognise a need to focus on business development. They either have a desire to grow or are moving away from a threat. An example of a current.