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Matching products to needs

Over the Christmas period, I was wandering around in one of the city’s many shopping malls browsing for gifts for the family. My daughter...

Three sales elements

Proficient and capable salesmen are difficult to find and even harder to hold on to. The cost of recruitment is significant. We have recently...

Tailor-made solutions

BUSINESS TODAY is more competitive than ever. Few companies enjoy the luxury of being the sole provider of a product or service. Indeed, as...

Let the client tell you what they want!

THERE are no shortcuts to effective selling. Practice, experience and training all help the professional improve his ability to close sales against strong competition...

Believing you can win

AS a schoolboy, I captained my school’s “B” side field hockey team. I would be the first to agree that I was a lousy...

Getting help from a competent salesperson

MANY PEOPLE HAVE, at some stage in their lives, made a major purchase. Casting our minds back to the acquisition of a big-ticket item...

Discounts and other concessions

PRICE NEGOTIATIONS can be costly and should always be undertaken with caution. Each price concession nibbles away at margins until the item is no...

Wasting time

TIME is a commodity we can’t afford to waste. It seems we’re all busy trying to get more out of the available hours in...

When things don’t go smoothly

SOME YEARS AGO, I had a job liaising with a well-established firm of consultants. Our organization was buying into a multi-million dollar communications system...

Closing can be easy!

Getting the edge in professional selling Terence A. Hockenhull I THINK it would be fair to say that more people are involved in sales than almost any...

Sales demonstrations

WHEN selling high-value or high-tech products, it is not unusual clients often ask for and expect an equipment demonstration or trial installation. This is...

Using the telephone to sell

Getting The Edge In Professional Selling Terence A. Hockenhull THE TELEPHONE can be effectively used to support a sale; but its effectiveness in conducting a “full...

Asking Questions

Getting The Edge In Professional Selling Terence A. Hockenhull IF YOU DON’T ask questions, you show a lack of interest in your customer’s problems and needs....

Terms of engagement

Getting the edge in professional selling Terence A. Hockenhull Every salesperson knows he should be asking questions; sadly, very few drive their sales calls with effective...

Who say objections are good?

Getting The Edge In Professional Selling Terence A. Hockenhull THERE IS A tenet of selling that states that objections are a good thing because they show...

Can you trust a salesperson?

Getting the edge in professional selling Terence A. Hockenhull AS THE VALUE of a purchase increases, customers become increasingly concerned about wasting money, buying the wrong...

Like doctor, like salesperson

Getting The Edge In Professional Selling Terence A. Hockenhull IMAGINE WALKING into a doctor’s office and sitting down in front of a physician. Before you start...

Selling cycles, finding the right clients

Getting The Edge In Professional Selling Terence A. Hockenhull SELLING MEANS different things to different people. Certainly the orientation of the customer is very different to...

It’s all about the attitude

Getting the edge in professional selling Terence A. Hockenhull “SALESMEN ARE WINNERS.” “You’re a Champion.” “Yes, you can do it!” All perfectly good slogans for...

What is ‘selling’?

A DEFINITION of “selling” found on the internet reads, “Give or hand over (something) in exchange for money.” Is this really what it means?...

Asking the right questions

Getting the edge in professional selling Terence A. Hockenhull I DISCUSSED sales collaterals and made the point that they rarely play any significant role in winning...

What is ‘selling’?

Getting The Edge In Professional Selling Terence A. Hockenhull A DEFINITION of “selling” found on the internet reads, “Give or hand over (something) in exchange for...

Asking the right questions

Getting the edge in professional selling Terence A. Hockenhull I DISCUSSED sales collaterals and made the point that they rarely play any significant role in winning...

Pretty brochures; pretty useless!

Getting The Edge In Professional Selling Terence A. Hockenhull Last month, I conducted a review of our sales collaterals. 2016 saw us give away umbrellas, coffee...

The importance of cross selling

Getting The Edge In Professional Selling Terence A. Hockenhull LARGE COMPANIES which carry hundreds of different items will often task individuals to sell specific lines or...

Targeting the right customers

Getting the edge in professional selling Terence A. Hockenhull Nowadays, few companies engage in cold calling. In most cases, this strategy fails to provide the necessary...

Planning an account campaign sale

Getting The Edge In Professional Selling Terence A. Hockenhull LAST WEEK, I discussed how complex sales which offer big rewards require a significant investment in terms...

Some you win; some you lose

Getting The Edge In Professional Selling Terence A. Hockenhull THE SALESPEOPLE I deal with on a day-to-day basis handle a diverse range of products and sell...

Who collects payment?

Getting the edge in professional selling Terence A. Hockenhull THE ONEROUS RESPONSIBILITY of invoicing clients and collecting payment often falls to the accounting department. Yet it...

Holding on to valuable customers

Getting The Edge In Professional Selling Terence A. Hockenhull A SALES FORCE tasked with increasing sales by an additional 20% within a relatively short time frame...

Call planning and reports

Getting The Edge In Professional Selling Terence A. Hockenhull IT IS ALL too easy to come back from a sales meeting that has not gone well...

You don’t have to talk to be a good salesman!

Getting the edge in professional selling Terence A. Hockenhull Most salespeople like to think of themselves gregarious and outgoing by nature. They display a high degree...

Delivering an effective sales presentation

Getting The Edge In Professional Selling Terence A. Hockenhull LAST WEEK, we talked about developing presentations, the importance of knowing your audience and whether the purpose...

Understanding the sales presentation

Getting The Edge In Professional Selling Terence A. Hockenhull OVER THE LAST couple of weeks, I have been bemoaning the fact that it is proving...

Objectives and plans

Getting the edge in professional selling Terence A. Hockenhull I recently wrote about setting call objectives and planning a successful outcome to a sales call. The...

Planning for the sales call

Getting The Edge In Professional Selling Terence A. Hockenhull I AM A great advocate of sales call planning. As they say, “Prior preparation prevents poor performance!” Yet few...

After the sale

Getting the edge in professional selling Terence A. Hockenhull THINGS OFTEN go wrong on major projects. The best will in the world is not going to...

Tacky closing techniques

Getting The Edge In Professional Selling Terence A. Hockenhull SOME YEARS AGO in Hong Kong, a salesman selling me an insurance policy decided it was time...

Who wants to be a salesman?

Getting The Edge In Professional Selling Terence A. Hockenhull “BAD PRESS” constantly barrages people who choose sales as a career. As a result, many people think there is...

In a perfect world

Getting the edge in professional selling Terence A. Hockenhull ONE OF MY all-time favorite questions to ask during in a sales call is, “In a perfect world’...

Regular contact, responsiveness, and loyalty rewards

Getting the edge in professional selling Terence A. Hockenhull No business will be successful without customers.  Through investment and hard work, established companies build a solid...

Creating a good impression

Getting The Edge In Professional Selling Terence A. Hockenhull THERE’S NO SUCH thing as a second chance at a first impression. No question about it, a...

Proposals and quotations

Getting the edge in professional selling Terence A. Hockenhull I’VE BEEN ON the rampage over the last couple of months. The company I work for offers...

No commitments, no sale

Getting The Edge In Professional Selling Terence A. Hockenhull I AM FREQUENTLY asked about the cultural aspects of selling. Is there anything different about selling in...

Opening a sales call

Getting The Edge In Professional Selling Terence A. Hockenhull I HAVE BEEN in the Philippines long enough to appreciate that personal relationships count for a great deal. This...