What’s the Worst Sin of a Telephone Based Salesperson?

What’s the Worst Sin of a Telephone based salesperson? It was a really important sales training event involving all sorts of video technology so I was planning and practising the gadgets on the boardroom table. Cameras were wired up to DVD recorders, players were running pre-recorded DVDs and the projector was presenting the whole scene on the wall. There were cables strewn everywhere but it seemed to be working. I thought I’d cracked it. Until the phone rang It was my long lost Uncle Ivan who can never take a…

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Weasel Words know when and when not to use them

Weasel Words – know when and when not to use them I heard a lovely phrase the other day that got me thinking about language in selling and coaching. The phrase is weasel words and they’re used to describe words that are a bit wimpy or weasel’ly which serve little or no purpose, inspire no confidence or have no backbone or credence. I guess like a weasel! Words such as obviously, perhaps, maybe, absolutely, might, possibly, hopefully. The list goes on. Our language can be full of these weasel words…

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Tips to Keep in Touch

Are you also finding that you are putting more energy into prospecting, spending more time seeking out new customers, fully utilising your CRM system, trying to keep in touch with prospects to move the sales cycle forward. All sorts of research show that we’re notoriously bad at this follow up. We’re great at the call, building a rapport, asking questions and such, but when the customer is not ready to move onto the next stage, we can go cold on the follow up. Sometimes it’s difficult to make a follow…

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