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Please Note: our Articles identify genuine obstacles to SELLING MORE and provide both rationale and method for removing the problem and achieving the objective.

Click on a 'GO TO PDF' tag to download an article in PDF format.

NEW -- THE NEW-BUSINESS TAP - TURN IT ON! GO TO PDF
Generate Some New Business For 2 Minutes' Effort!

NEW -- THE POWERHOUSE NETWORK GO TO PDF
How To Build A Powerhouse Database Of Key Prospects!

KAM OR BUST! GO TO PDF
Does Your Business NEED Key Account Management?

THE FASTEST SALES WIN GO TO PDF
D-I-Y Skills Improvement For BIG Results!

MAKE THE MOST OF PROSPECTING – (PART 2) GO TO PDF
Getting “The Message” right first time – This will change your prospecting approach forever!

THE JANUARY SALES MEETING GO TO PDF
Will it drive results or kill enthusiasm?

TIS THE SEASON TO BE ~~JOLLY~~ TARGETING HIGH VALUE NEW BUSINESS! GO TO PDF
As we enter the 2 month pre and post Christmas lull, the clever money is on the high speed conversion of major business in January/ February

HARNESSING YOUR TEAM AND DRIVING UP SALES GO TO PDF
What is the most effective way of consistently driving up results from your sales team?

SO YOU WANNA BE THE MARKET LEADER GO TO PDF
Or at the very least enjoy the revenues and profits of one!

MAKE THE MOST OF PROSPECTING (PART 1) GO TO PDF
If you’re not mixing it, it’ll be all lumpy.

HOW VULNERABLE IS YOUR MAJOR BUSINESS? GO TO PDF
Is there any such thing as a customer that lasts forever?

ARE YOUR SALES PRESENTATIONS AN ASSET OR A LIABILITY? GO TO PDF
Do they win or kill the business?

THE DEATH OF SALES GO TO PDF
Are you flogging a dead horse?

DOES TIME MANAGEMENT TRAINING WORK? GO TO PDF
Time Guru Peter Green says there’s hope yet!

DEM JOCKS: VALUABLE SALES ASSET OR SALES PREVENTION OFFICERS? GO TO PDF
Just how effective is one of your most precious resources?

WINNING AND KEEPING THE BUSINESS GO TO PDF
Do you know exactly what your prospects and customers want from you to either win or protect the business?

CUSTOMER RELATIONSHIP SKILLS GO TO PDF
Is it really impossible to sell to ‘all of the people all of the time’?

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U P S E L L No.3

90% OF THE EFFORT, 80% OF THE MARGIN!

Of all the sales courses that are delivered out there, the smallest percentage is still negotiation training. Surprised? Us too. Look at it like this: a sales cycle lasts anything from 3 to 36 months and during it as sales people we build COST in the hope that we will win the deal. By the time we reach the end zone - the negotiation zone - we have probably incurred 50% of the costs and expended 90% of the effort. Do we enter the zone having planned, prepared, rehearsed and honed the right skills? Or do we brace ourselves for the scuffle, fight bravely and then haemorrhage margin because by now we've invested too much to lose? Somewhere during the proceedings we dropped the ball and our counterpart picked it up. The ball is the CRITICAL factor in ALL negotiations: 'control'. And with it they happily part us from 80% of our margins. All in the last 10% of the cycle. When did you last sharpen your team's negotiation skills?

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