I am always extremely happy when a client starts to negotiate with me. At that point, I know that I have won. They may not have explicitly said so, but no one negotiates for something that they do not want. So, by starting to negotiate, they are acknowledging that they want your product. From this point on, you are both trying to achieve the same objective - a commercial arrangement that suits you both.
Read moreWhat sales managers should really care about
For most of my sales life, I’ve been judged almost exclusively by the revenue I have generated for the company where I was working. However, my own philosophy was always somewhat different. I have always believed that if you did the right things for a customer, then business would come your way. As a sales manager, there are other things that you should be looking out for.
Read more5 ways to improve the quality of your meetings
I have worked in companies where it felt like we had meetings just for the sake of having meetings. Meetings can be extremely valuable but, if not planned for, can be a terrible waste of time. As a sales person, the last thing you want to do is to waste the time of your client. There are certain things that you should do in advance of and during any meeting to ensure that they are of high quality, both for you and your client.
Read moreHow to get through the front door
Cold callers always tend to call me about the same time, about 6.15pm, just as I am in the middle of making dinner. What is more irritating, is that they just presume that they have the right to talk to me and frequently launch into their script without pausing for breath. There’s a much better way of gaining potential customer’s attention when you cold call them.
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