Category Archives: Sales Development
Heredia’s Selling Fables No. 1 — The Myth of Being Too Expensive
7 simple steps to help you avoid falling into the “Too Expensive, hence Lost the deal” trap and how to plan on successfully closing sales deal. Because every time you are tempted to blame price for losing a sales opportunity, you should follow few basic steps to know it’s most likely not true. Continue reading
THE ART OF ‘THE FOLLOW UP’ IN SALES PROCESS
As already discussed in earlier articles, regularly following up with your clients WINS MORE BUSINESS. With this is mind I’m going to share some tips with you on how to follow up effectively and how to be sure that the follow up is successful. Continue reading
Most Powerful Tip For Increasing Sales
Following up is critical for every sales person to succeed. Every salesperson needs to allocate time each day to make follow up calls and to send follow up emails. Continue reading
The Importance of Generating Leads
Your sales team is making lots of visits, getting on well with potential customers and business is coming through the door. However, targets are not being met… Continue reading
When should you stop selling?
It is far too common that when a sales person hands over their proposal or quotation they stop actively selling. Big mistake, now is the time when decisions must be influenced… Continue reading
Is Sell, Sell, Sell enough for success?
Of course selling is what we want from sales people but for good sales people to be great sales people they must also be skilled Territory Managers. In this article we look at the role of a territory manager, the key areas of effective territory management and why none can be overlooked. Continue reading
Mastering the Art of Negotiation
Buyers in today’s market are trained to negotiate. Most only focus on how much discount they can get from the current price, luring sales people into the trap of using price as the only thing that is used to negotiate. The message here is, when negotiating, if the other party talks price, you should talk value. Continue reading