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When the sale goes nowhere!

Getting The Edge In Professional Selling Terence A. Hockenhull IT WOULD BE wonderful if every potential client said yes to the products and services they were...

You need to talk to be a salesperson

Getting The Edge In Professional Selling Terence A. Hockenhull AS REGULAR READERS of this column may know, I have spent the last six months desperately trying to...

Let the client decide

Getting the edge in professional selling Terence A. Hockenhull I wouldn’t be far off the mark if I suggested that 95% of all salesmen offer solutions...

Don’t be pushy

Getting The Edge In Professional Selling Terence A. Hockenhull GOOD SALESPEOPLE are able to sell effectively because they listen to their customers and take the time...

Why pay for a salesperson?

Getting The Edge In Professional Selling Terence A. Hockenhull I’M RIGHT IN the middle of ordering additional company brochures, completing layouts from new flyers and pamphlets, and printing...

Controlling and evaluating salespeople

Getting The Edge In Professional Selling Terence A. Hockenhull MANY YEARS AGO, I was a pilot in the Royal Air Force. My basic flight training was exacting to...

Want a Job? Well, work a little harder!

Getting the edge in professional selling Terence A. Hockenhull A COUPLE of weeks back, I wrote an article about the woes of hiring good people in...

Using the Internet!

Getting the edge in professional selling Terence A. Hockenhull THE INTERNET IS a fabulous resource and it disturbs me that so few salespeople appreciate its real...

Retaining customers

Getting The Edge In Professional Selling Terrence A. Hockenhull ACHIEVING 20% sales growth is not easy; nearly every salesperson will attest to the difficulties of reaching...

Simpático

Getting The Edge In Professional Selling Terrence A. Hockenhull OVER THE LAST two months, I have bought two wristwatches from a well-known Internet site. One has been delivered...

Asking questions

Getting The Edge In Professional Selling Terence A. Hockenhull A couple of weeks back, I suggested that there appear to be an awful lot of people...

A real impact on the sale

Getting the edge in professional selling Terence A. Hockenhull Sometimes, in putting together this article, I seek inspiration by taking a quick look at what other “experts” are...

Communicating well

Getting The Edge In Professional Selling Terence A. Hockenhull I’M GOING to get of the topic of sales slightly this week by talking about communication, both...

Sales strategy and planning

Getting The Edge In Professional Selling — Terence A. Hockenhull NEARLY EVERY SALESPERSON I know wants to exceed quota and increase his or her personal...

Where have all the competent salespeople gone?

Getting The Edge In Professional Selling  Terence A. Hockenhull THREE YEARS AGO, I was asked to hire a competent sales team. At the time, I thought it a...

How sophisticated is your sales team?

Getting The Edge In Professional Selling — Terence A. Hockenhull THE COMPANY I currently work for sells a wide range of construction materials. No, we...

Meeting with the top guy

Getting The Edge In Professional Selling Terence A. Hockenhull ONE OF THE weaknesses of my sales team is that they sell within their comfort zone. The younger members...

Quality versus price

Getting The Edge In Professional Selling — Terence A. Hockenhull AS I HAVE mentioned many times before, salespeople tend to think that the only determining...

Marketing, merchandising, or selling

Getting The Edge In Professional Selling — Terence A. Hockenhull THESE ARE THREE common terms used to move products from manufacturer to end-user or customer....

Reality shows mirror business — or do they?

Getting The Edge In Professional Selling Terence A. Hockenhull I WAS RATHER surprised to see that Survivor, a reality show I haven’t watched for some years, is now...

The Know-it-all

Getting The Edge In Professional Selling — Terence A. Hockenhull IT’S BEEN A relatively quiet day today. I have been able to sit here with...

Do we really need salespeople?

Getting The Edge In Professional Selling Terence A. Hockenhull “Sir! Would you mind spending 5 minutes with me, participating in a survey?” “What for?!” I responded. After a couple of...

Can you afford it? Is it worth it? Do you know...

Getting The Edge In Professional Selling — Terence A. Hockenhull ONE OF THE MOST common objections is: “It’s too expensive!” The statement by a customer that...

Parties to a sale

Getting The Edge In Professional Selling Terence A. Hockenhull WHEN PRODUCTS or services sold to customers are of high value, it is rare for a salesperson to...

The Sam Smith Saga

Getting the Edge in Professional Selling — Terence A. Hockenhull APROPOS OF NOTHING, I believe Sam Smith visited the Philippines in 2015, and at his...

Exploring, investigating, or probing

Getting The Edge In Professional Selling Terence A. Hockenhull MOST SALES programs teach participants to ask questions. Whether this is called exploring, investigating, or probing,...

Making the most of the customer’s time

Getting The Edge In Professional Selling — Terence A. Hockenhull I HAVE PROBABLY mentioned before that the last couple of years have been an opportunity...

Selling to the wrong person

Getting The Edge In Professional Selling Terence A. Hockenhull I THINK most salespersons will agree that it can be difficult to meet directly with decision-makers,...

The impact of budgets

Getting The Edge In Professional Selling — Terence A. Hockenhull What can a salesperson do when a customer rejects a suggested product based on cost? One...

More about proposals and presentations

Getting The Edge In Professional Selling By Terence A. Hockenhull AS WE MENTIONED last week, the person who asks for a proposal will very often attach a note...

Proposals and presentations

Getting The Edge In Professional Selling By Terence A. Hockenhull LIKE MANY SALES MANAGERS, I am scurrying around trying to scrape together some additional sales to...