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5 questions to close a sale

Can’t close the sale? The questions that pay big dividends are power questions. They are friendly, they help you sell, and they don’t pressure the customer. Use these five questions with prospective customers, and you’ll see immediate results. Try a few of these simple low-pressure questions.
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Guide on Sustainable Working Practices: The ”Less Paper” Challenge

Going paperless “would save NHS billions”… so says Jeremy Hunt. Neil Maude offers advice for SMEs on how to manage a culture change and prepare offices for more sustainable working practices, getting their teams to be more efficient through the use of technology.
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Cameron announces Europe & US ‘in biggest trade deal’ worth £100′s Billions

UK Prime Minister David Cameron has announced plans for what could be “the biggest bilateral trade deal in history” between the EU and the US.
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Stelios offers £50,000 prize to UKs best disabled entrepreneurs

Disabled entrepreneurs are being given the chance of winning £50,000 in this year’s Stelios Award for Disabled Entrepreneurs in the UK.
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When does friendly tip into over familiar in business?

I’m all for being approachable and friendly at work and in business situations, but I’ve had cause recently, as those who follow my blog will know, to wonder where the line is drawn and where it needs to be drawn.
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Business Matters TV

Andy Brodie, The UKs most famous tradesman

Carpet fitter Andy Brodie may not be a celebrity, but he could soon be the most recognised person in Britain after being chosen as a poster boy for the biggest billboard in the country. An image of him with his van bearing the name of his firm, A.B. Flooring, has just been unveiled on Britain’s largest billboard site – the 27m x 18m ‘Mega Banner’ on the M4.

Sales Advice – Over Servicing

Over-servicing is commonplace. In fact industries like media and accountancy routinely over-service to the tune of 30-40%. couple that with the fact they’ve already discounted off rate card by 10-30% and you have a recipe for bankruptcy. Over-servicing robs you of resources that could be more gainfully employed on higher profit, more interesting work.

Sales Advice – Wrong Hires

Ever hired someone who interviewed like Tom Cruise but turned into Mr bean the moment he was on your payroll? Ever wonder why you keep hiring lemons in sales and sales management? Wrong hires are the single highest hidden cost in any business. Wrong hires can cost you lost business for years to come. Better no breath than bad breath on a sales territory!

Sales Advice – Discounting

Discounting is for fools and order takers. Money is never the real issue in a selling situation. Everyone tells you it’s about the money but it really isn’t. If a prospect has a real problem and you can help him fix it, why would you give that stuff away when it’s the stuff he thinks is valuable. But then there’s your mother …. what did you grow up learning about money? It comes easy? It’s OK to make money but working hard for it is a fool’s errand? Of course not. Find out why your money beliefs hurt you.

Sales Advice – Getting in front of decision makers

Most salespeople call at their level of comfort not at the level that can make decisions or get things done. They call managers for fear of being rejected by the higher ups and choke if they get put through to the CEO or owner. They like talking to technical people who can say “maybe” but not “yes”. This loses you business, costs you money and ties up scarce technical resources talking to non-prospects.

Sales Advice – Not Closing

Frustrated that positive buyers go cold on you when you’re closing them? Ever wonder why it keeps happening to you or your people and you can’t close not matter how hard you try? Stop closing at the end. Your prospect’s expecting you to try and close then, so do it when he least expects it.

Sales Advice – Gatekeepers

Sales Advice – A Weak or Empty Pipeline

Sales Advice: The No Pressure Cold Call

Sales advice: The 30 Second Commercial

Andy Brodie, The UKs most famous tradesman
Sales Advice – Over Servicing
Sales Advice – Wrong Hires
Sales Advice – Discounting
Sales Advice – Getting in front of decision makers
Sales Advice – Not Closing
Sales Advice – Gatekeepers
Sales Advice – A Weak or Empty Pipeline
Sales Advice: The No Pressure Cold Call
Sales advice: The 30 Second Commercial

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