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The difference between selling to Enterprize vs SMB’s
In my time in Sales I have worked selling to enterprises and also to small and medium sized businesses. I believe there to be a fairly big difference in selling to the two. Having said that, occasionally the same tactics one may use with SMB’s transfers accross to enterprise sales, but only on the odd… Continue reading
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Lines that you can say to help your Sales
Over time, with a high volume of appointments you find yourself coming up with lines in your script that play just as important a role as the main body and closing, they act as kind of fillers as you consider what your next question or statement will be, they bide time and reassure the customer… Continue reading
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Using Humour in a Sales Presentation
Prospect: Hello? Salesperson: Jeff? Prospect: Yes, who’s speaking? Prospect: Jeff it’s Mark, how’s things? Prospect: umm…. Yeh good, do I know you? Salesperson: To be honest.. No not really.. But don’t worry.. I’m not trying to sell you a phone plan or calling from an overseas call center, so we are off to a decent… Continue reading
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What to say when you start a Sales Meeting
The opening of a Sales Meeting whether it be over Zoom or Face to Face can be a little awkward. How long should one spend on the nicities? I honestly believe not very long at all. Customers are used to Sales People blantently building rapport with them simply for a sale. I think you should… Continue reading
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What to say when your prospect wants to speak to their wife or business partner
You have a stellar meeting, they loved the product and it’s a fit. You do your close and ask for the sale. Only to hear those dreaded words “I like it Mark but I want to speak with my Business Partner/Wife.” This objection is going to require some serious work so I want to give… Continue reading
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The best opening lines for a cold call
When making a cold call to a prospect, you need to have multiple opening lines available. You need to read the person in a split second of them saying “Hello?” or “Mark Speaking” or whatever. Are they coming accross as formal? busy? stressed? happy? From that, you tailor that opening line, you match their enthusiasm… Continue reading
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Do you need to be able to lie to be in Sales?
In the realm of sales, there are unfortunate instances where salespeople find themselves representing companies that offer subpar products or services. It can be disheartening when the workers responsible for delivering the solution you sell turn out to be incompetent. Regrettably, a significant portion of my career has been spent selling below-par services. In such… Continue reading
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How to make sure an Employer is a good place to work in Sales
Let’s start with this… There are so many terrible sales jobs available. The reasons are: Look at any Salesperson’s experience on LinkedIn and you usually see short stints at various employers. There is a real lack of longevity because most organisations have a “Churn and Burn” method with Sales staff. So how do we find… Continue reading
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Sales People: Treat your prospect how you would like to be treated
How have you felt when a Sales Professional meets with you and they are in a less than pleasant mood? I’m sure you didn’t buy from them did you, and you needed that damn product almost right there and then! Everyone has problems, and sales is a very difficult role to do when you have… Continue reading
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Selling big ticket over the phone
The Covid-19 virus struck, all of a sudden face to face meetings were off. Businesses had to present to prospects now over the phone or Zoom. Personally, I had always been great over the phone and in person, Zoom took awhile to get used to as I found tmit to be rather awkward. So, how… Continue reading
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Having a USP
If your company doesn’t yet have atleast 1 Unique selling proposition(USP), atleast, then your marketing and sales scripts are lost and you need to think about your altering service delivery to create some immediately. Think about what your target market really want, want do they want to hear from you. Hit the pain points of… Continue reading
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Do you need to be competitive to do Sales?
Working in a sales team you work with usually several others who do the exact same job as you but in different territories. This is difficult due to the results focused retric on hitting your KPIs and just being competitive with the other members of your team. Rarely do you have Sales Teams with a… Continue reading
About Me
I’m a self proclaimed Sales Enthusiast. I’ve worked every sales job known to man… Telemarketing, Door to Door, Sales, BDM, Sales Management, Marketing Consultant and Marketing Manager. Every role I have had I have been one of the top performers. Read all the Sales Books, All the Gurus… I hope that I can help you to now become a better Sales Person.