Why your sales people still get price objections?

Whenever I’m speaking to sales managers and directors, I find that many are frustrated that seemingly no matter what they say to their sales team, the team is still getting stumped over price objections from their clients! In this article we’re going to look at why your sales team still get price objections and how this gets in their way (and yours) of sales success.

The value of a sounding board

In times of Change, people feel much more secure with strong and clear leadership, but they need considered action and decisions from their leaders. The trouble is, with the pace of business today, the pressure has never been higher and consequently there is always a temptation to act just for the sakes of moving things off the pending pile and appearing decisive.

Surviving the downturn part three - When it goes wrong

Many are wary of upsetting key customers by chasing slow or overdue debts. But as a frequent surprise to many suppliers, buyers often report privately that a failure to chase agreed debts is not seen as a relationship-building exercise, but as weak management. A contractual debt owed is a contractual debt to be paid!

Surviving the downturn Part two - Getting Paid!

You will probably already review your debtors at least monthly, to keep an eye on defaulters. Most financial software packages readily provide this data phased by sums due over successive months. Ignore it at your peril.

Surviving the Downturn - Part One

Jeremy Thorn looks at how your business can survive the downturn business cycle.

Don't crack in the credit crunch

Maximising cash flow and reducing bad debt is now more important than ever if businesses don’t want to crack in the credit crunch

The secrets of survival

So the decision has been made to go it alone. Casting the master-servant relationship aside after years of promising to do so has finally arrived and the world is now your oyster.

Surviving the Downturn

When doom, gloom and despondency reigns in business, the inevitable response is always to make cuts. No surprise here. The media resound with everyday stories of staff cuts, budget cuts and training and development cuts. And yet, at the same time, there is an astounding growth in job advertising for ‘business development’ executives of multiple shapes and sizes. It’s a stereotypical and oh-so predictable response to tough times ahead.

Retailers fight against an ever increasing card crime threat

Credit card fraud protection specialist, The 3rd Man, says that ‘card not present’ crime in the UK is far higher than official statistics suggest and is getting worse. Over £500 million of fraud was attempted during 2007.

Businesses are leaving themselves open to collapse

THOUSANDS of business owners are risking the collapse of their companies due to inadequate business insurance.