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Posts in Selling advice

Amazing how often quotes aren’t followed up

By andrew on November 8, 2019

It’s amazing how often quotes aren’t followed up in B2B. They are your best chance of business, so if you are only going to call 10 people today, make sure it’s those you’ve sent quotes to. Also you want a reasonable return on the amount of time you’ve invested in preparing the proposal. That’s reasonable. Remember to use a number of methods of contact.

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Why I use 8 day call cycles in telesales

By andrew on November 5, 2019

Telesales tip – use 8 day call back cycles to control your repeated calls to unavailable decision-makers. This is a valuable tip to prevent you calling the same old, same old contacts too often.

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A good strong call structure – really works

By andrew on October 31, 2019

Using a strong call guide or blueprint helps massively when it comes to making great outbound telesales or telemarketing calls. Here we describe how it helps and the key areas to focus on to close more deals with more people more often.

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How to get value from call recordings – training ideas

By andrew on October 22, 2019

Use some recorded calls to help in the training of your telesales or telemarketing team. I can listen to the calls remotely and then run a bespoke and clearly tailored training session with your team and manager.

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Cross selling – some tips

By andrew on October 18, 2019

Cross selling ‘how tos’ here. Defining cross selling as offering alternative products or services, perhaps when you’re out of stock of a product that the customer wants. Keeping the customer informed and offering best advice based on good product knowledge is key to building a long-term relationship with your customer.

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Upselling – some tips

By andrew on October 14, 2019

Making upselling work for you. Increasing average order value increases profits and gives your customers a more comprehensive level of service if done right. Done badly, it puts people off, and means you sell less.

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Incentives must incentivise – sounds obvious

By andrew on October 10, 2019

Running incentive schemes is a valuable part of keeping the telesales or telemarketing team focused on the organisation’s goals. However there are some common banana skins to avoid if you want your commission, bonus and or campaigns to produce the right results. Here 5 of the common pitfalls.

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4 sales tips

By andrew on September 17, 2019

4 tips from recent sales courses. Great ideas come out of interactive, lively training sessions.

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6 telesales closing tips

By andrew on September 13, 2019

Closing is often feared in selling. And yet it is simply a part of the sales process. it is nothing more, nothing less. Generally the close is a short question. Built into your sales approach, it should just flow. Here are 6 tips about different stages of the sales close.

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Effective appointment setting for field sales teams

By andrew on September 6, 2019

Appointment setting for field sales teams. One day course run in-house on your premises to help those who prefer selling face to face and who need a little help setting more appointments, with more customers more often. We also run open courses on this subject where you can mix with other sales personnel facing the same challenges.

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