Incentives in sales seem to be a pretty straightforward business. The person who sells the most stuff gets a bonus. Simple right? Actually, it’s not always the case. In fact, incentivizing people the wrong way can cost you money and even damage your business. Let’s look at how NOT to incentivize your sales staff. 1. Incentivize Sales Activities That Don’t Generate Income. Any business needs customers to make sales. So, if you have loads of customers, surely the sales will…

Seeking out leads is like fishing. You’re the fisherman, your product is the bait, and the leads are the fish.A cold lead is a fish that swims right by your bait without even acknowledging it. Maybe it doesn’t know that the bait is there, or maybe it just doesn’t care. To get a cold lead to bite, you have to constantly dangle the bait in front of its face until it shows any interest.A hot lead is a fish that…

Many people find the pressure of sales difficult and it can become a bad habit to drop the ball once that prospect has finally put pen to paper. There are five key steps to the successful sales process and guess what number five is? Following up.We’ll talk about these key points later, but it’s important to note here that a follow-up is the final step so, by definition, it comes after the signing of the dotted line. Here’s why this…

Improving Sales by Learning from Customer ServiceSelling a product or service isn't just about getting customers to buy. Sometimes, salespeople focus so much on making the sale that they forget there's a real person behind the purchase. This is often called the "selling and forgetting" syndrome, and it happens when salespeople follow a strict process to get the sale but then neglect the customer afterward.But it's not entirely the salespeople's fault. Sometimes, it's because businesses reward their sales teams based…

Body language and psychology are pretty interesting anyway, but when you know a few practical tips from these fields which can increase your sales, that’s when things get really interesting. Here are our top 7 tips for face-to-face meeting management to improve sales. 1. Spotting a Surreptitious Glance to the Watch It doesn’t take a professor of body language to know when somebody glances at their watch, they’re in a hurry. It’s worth keeping in mind though, the bottom right-hand…

We’re going to start off this article by pre-emptively saying “you’re welcome”, because by the end, you’ll be thanking us. Whether you’re deploying a new sales software, or any other major shift such as accounting software or even office location, the transition is not as simple as it seems. There’s a meta-game to be played here. If you’ve made the decision to transfer something over, it’s likely because you’ve realized the value and how much time and money you’ll save.…

https://vimeo.com/95741374 Follow these simple steps to cure cold call hesitation with the Hold Your Breath Cold Call Technique: Close out all notifications like browser windows, email notification and Facebook notifications. Then tell your coworkers not to distract you because you are about to make it rain! After your first cold call quickly, in one sentence, write down the next steps from that call AND hold your breath. Dial the next 10 digit number and as soon as you dial, you…

Every business owner wants loyal customers and you better believe that all those retail store loyalty cards in your wallet are handed out with good reason. Loyal customers not only return to you with continued business, they make sure that income is in your cash flow and out of your competitor’s. But what makes a customer loyal? What reasonable steps can be taken to win loyalty, ensuring that when competing salespeople approach your customers, they’re turned away without a second…