“Effective referral programs require skill and behavioural change” – Interview by John Smibert.
In my last discussion with Joanne Black, titled "The secret to achieving a one call meeting" , she demonstrated that the easiest...
"Grow profitability by only selecting clients that recognise value" - Interview by John Smibert
Have your buyers been cutting your margins to the bone? They are much more informed and organised than ever before and...
"Number 1 tip for new salespeople - develop commercial conversation skills" - Discussion with John Smibert.
Most people new to sales assume their role is to promote their great products and services to their customers. The result...
“Lead the customer to a realization” – interview by John Smibert.
According to Dean Kelly salespeople need to change the conversion. In this discussion I asked him what he meant.
He said...
"The cost of pursuing business we cannot win is huge" - discussion with John Smibert.
I recently heard Tony Hughes state that we need to "lose fast and win slow". This sounds counter...
"How to have the challenger conversation" – interview by John Smibert.
In this discussion Dean Kelly provides us with advice on how to conduct the conversation with your customer where you challenge them without sounding arrogant...
Image by Sydia Productions Dreamstime.com
"Lost sales: What a waste! Let's only work on the winnable ones" - Interview by John Smibert
.
Businesses regularly spend up to five times longer losing a sale than winning a sale (EY). Wayne...