“What is a sales meeting?” asked one of my clients recently. He is a lawyer, let’s call him Robert, who had asked for my help with networking and business development (which is what professionals tend to call sales). We were in the middle of a coaching session and I was just talking about converting a.
One sunny Sunday morning recently I was harvesting produce from my ‘appotment’ – that is the area at the side of the house where I grow fruit and vegetables in containers and raised beds – and feeling smug to be gathering lettuce, beetroot, courgettes, basil and carrots for our meal that day. “We are going.
Whilst out for a Breath of Fresh Air last week with a new contact who has recently set up her own business we were talking about her plans to find clients. One comment she made was that she doesn’t want to contact too many people because she is afraid that she will end up with.
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.