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Tag: detachment

Selling lessons from the Kennel Club

May 5, 2012
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| Categories: Business to Business, Business to Consumer, Inner Game

July 2011 "You haven't, have you Paul?" "Yes we have" I replied. "We've 8 puppies and we're planning on selling 7 of them over the next month" "You'll never sell them Paul, we had puppies last year and are still stuck with them all. Mark my words" was the warning. I developed a sinking feeling in the pit of my stomach. How are we going to persuade 7 people to buy our puppies, there's no demand, we're in the middle of a recession. How would we cope with 8 puppies…

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How to get your foot in the door over an existing supplier

November 14, 2011
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| Categories: Business to Business, Prospecting, Telesales

It's a major hurdle to cross. You're targeting a customer with your product or service and you find that they are already well "in bed" with their existing supplier who they are very happy with and particularly loyal to. You can't get the time to even speak with them to find out their challenges problems and pains as they're quite happy with their existing supplier who gives them a great service. Now this is exactly the position that you would like to be in if you were their preferred supplier…

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The 12 Commandments of Telesales

November 8, 2011
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| Categories: Business to Business, Inner Game, Telesales

I've been working recently with some telephone sellers who're selling telecommunications to their business customers. They wanted a 10 Commandments kind of approach.  Here it is, actually it's 12.  We need to: Follow our sales process.  If you don't like it, change it, but have one and follow it. Focus on activity not sales.  Sales will result from activity, without activity you won't get sales. Einstein would have put it like this: activity plus sales process plus skills plus attitude equals results.  Miss one and you fail. And low levels…

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