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Short and sharp, NZ Sales Manager is New Zealand's free e-magazine for sales professionals.It delivers thought provoking articles from some of New Zealand's leading sales experts, along with interviews, info and ideas to help thousands of motivated sales managers, business owners and sales professionals increase sales throughout the country. Subscribe at our subscription page and get a new issue of NZ Sales Manager emailed to you every four weeks - for free!
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OVERCOME Your Fears!
How to recruit your next
NZ’s e-mag for sales leaders
NZSALESNOVEMBER 18th 2009 / IssuE 32
SocialSELL MORE USING
ARE yOU ONE Of thIS wEEk’S wINNERS?
SEE INSIDE!
Media
SALES StAR
NZsM / NOV 18th 2009 / 2
NOVEMBER 18th / IssuE 32
thIS wEEk’S MUSt READARE yOU CURIOUS OR CyNICAL?Could social media transform your sales cycle?
hOw tO RECRUIt yOUR NExt SALES StAR Exploring the core competencies associated with sales success.
RESOURCE CORNERINtEREStED IN LEARNING MORE ABOUt SOCIAL MEDIA fOR thE SALES PROfESSIONAL?
NZSM CALENDAR
twO MINUtE tOP-UPOVERCOME yOUR fEARSthree reasons why you need to re-programme your brain to overcome fear.
SALES tRAINING DIRECtORy
whAt'S NEw NOtICEBOARD
QUICk fIxIt’s not what you sell, it’s how you sell.
thE CLOSE
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ARE yOU ONE Of
thIS wEEk'S wINNERS? SEE INSIDE!
NZsM / NOV 18th 2009 / 3
the internet has changed the
way we work and learn. It has
changed the way people buy,
and for the sales person, it presents
opportunity to change the way we sell
to raise productivity and become more efficient.
so should you be leveraging technology? Dubbed ‘sales
2.0’ in the usA, advice suggests you have nothing to
lose and plenty to gain. In this issue, tweet twin Jenny
Wilmshurst gives an interesting perspective on how using
social media might help. (Appropriately, I met Jenny
through social media). Most interestingly for me I had the
expectation that young people would be the biggest users
of professional social media. Apparently not – it is the
‘middle aged’ generation who are blogging and tweeting.
We will continue the exploration of social media in
future issues.
We heard from Mr English last week that unemployment
has risen to a nine year high at 6.5%, and is likely to
increase further with graduates entering the workforce
and looking for jobs over the next few months. higher
unemployment means more applications for job
vacancies, which in turn means you need to get better at
sorting out the pick of the bunch. In the second of two
articles, steve Evans explores the core competencies of
successful salespeople, and suggests some great interview
questions to test for them. If you recruit sales people, this
is highly recommended reading.
Remember to look and see if you are a prize draw
winner. Names are on pages 3 and 8 – is it you?
happy selling!
Paul
ABOut /
short and sharp, New Zealand sales
Manager is a free e-magazine delivering
thought provoking and enlightening
articles, and industry news and
information to forward-thinking sales
managers, business owners and sales
professionals.
EDItOR / Paul Newsom
ARt DIRECtOR / Jodi Olsson
GROuP EDItOR / trudi Caffell
CONtENt ENQuIRIEs /
Phone Paul on 04 586 4733 or email
ADVERtIsING ENQuIRIEs /
Phone Richard on 09 523 4112 or email
ADDREss / NZ sales Manager, C/- Espire
Media, PO Box 137162, Parnell,
Auckland 1151, New Zealand
WEBsItE / www.nzsalesmanager.co.nz
Go to www.businessmentors.org.nzPhone: 0800 209 209
Independent Volunteer Mentorswhen you need them…
NZsM / NOV 18th 2009 / 5
Jenny Wilmshurst is one of the infamous social Media tweet twins, who provide online marketing assistance and
social Media know-how workshops to sales Managers, business owners and CEO’s. Contact Jenny at tweettwins@
gmail.com and see social Media in action by examples and articles at www.tweettwins.wordpress.com
t h I s W E E K ’ s M u s t R E A D
When you look at the bottom-line of the revenue generated by a sales person hitting one
hundred percent of their targets, as opposed to someone
hitting just forty percent, then the need to make the most
from the imperfect art of staff selection becomes clear.
Are You Curious or Cynical?
Could social media transform your sales cycle?
By Jenny Wilmshurst
Are you curious about how social media fits with sales
management? Or cynical? Are you looking for silver
bullets or short cuts to improve your sales?
simply put, social media is the online conversation and
relationship building you would naturally do offline. Social
media is not a quick fix, but it is the new wave. It can be highly
complementary to your sales activities, as well as adding value.
Multiple social media options can be creatively integrated into
the online and offline marketing mix. These social media options
can soften the sales process and lessen the need for cold calling.
here are some examples of social media that sales professionals
could be using:
Professional networking sites: For example, LinkedIn has almost 160,000 New Zealand
members. Many major brands, NZ industries and qualifications
are represented. It is useful for finding industry experts,
prospecting, developing JV’s, researching and sourcing additional
product lines and developing a reseller chain. Globally there are
50,000,000 members, and according to web traffic metrics site
Alexa.com, LinkedIn is used professionally during work hours.
LinkedIn is ranked #22 of all us sites.
Video hosting sites e.g. YouTube: Video is one of the most authentic, brand, product and
personal authority building social media tools. this can
effectively transport suspects and prospects into buying
mode. Video uses a less formal communication style
that is a natural to relationship marketing. Video is also
valuable for demonstrating products and services in action,
introducing key personnel within a company or the delivery
of information leading to sales. Youtube is the #5 most
visited New Zealand site and #4 in usA. It is a good tool for
targeting males.
NZsM / NOV 18th 2009 / 6
Micro blog: useful for real time information, feedback and as a sales
tool. Micro blogging is great as a customer service tool
as well. the most popular include twitter and twitter-like
enterprise level applications. twitter is ranked #13 of all
New Zealand sites and #13 in usA. Microblogging is used
mainly by middle-aged markets.
Wikis:For structured in-house knowledge sharing. Wikis
are useful for creating customer service Question &
Answer conversations or for product launch or product
development feedback and for cross-team communication.
Some benefits of social media in the sales cycle include:
It can enhance offline relationships. Likewise, online •
relationships can certainly benefit by meeting offline.
New Zealand B2B businesses already practice online/
offline business development. It is now a reality. An
example of offline to online is the way in which Paul
Brislen of Vodafone became the customer advocate on
Twitter by default after finding Vodafone customers had
difficulty getting service through their customer service
lines. Paul was contacted by twitter users, Paul listened
and gathered their customer complaint information
then actioned the need quickly and in person with the
customer services team. Most of my networking offline
ends up in connections on LinkedIn. People you’ve met
at Chamber of Commerce functions are more easily
followed up through social media networks like LinkedIn.
At our social media workshops we ask our participants to
connect with our social Media networks during or after
the workshop. they can see all my activity online with my
regular LinkedIn updates.
To see how the online to offline connection works, my own
use of LinkedIn is a good example. When I started using
LinkedIn, I joined several sector-relevant LinkedIn groups to
identify joint venture prospects, then I contacted about 15
people who fitted my criterion and objectives.
The subsequent chain of offline meetings and relationship
development led to the formation of alliances and the
expansion of relationships resulting in valuable business
activity. this involved things like winning an innovation
award, the formation of an active business partnership,
a pending reseller license, growing credibility as a
contributing writer to online and offline publications,
and a new LinkedIn group, Auckland Live, was formed to
foster networking relationships cross-sector. We hold a
breakfast meeting several times annually. second degree
activity (from someone else’s online relationship leading
to me) has resulted in connections to the speaking circuit.
Through the benefits, transparency and recommendation
tools of LinkedIn I have managed to make connections
that would have been more time consuming and
challenging to access through offline methods.
the ability to identify and target prospects, suppliers •
and vendors strategically. social media provides
transparent profiles on your target prospects. For
example, a New Zealand technology exporter
seeking resellers globally recently posted an article
on LinkedIn and within a short space of time had
four high-quality candidates.
Diminished access barriers to prospects who may •
otherwise be challenging to find or difficult to
get access to. Networking through LinkedIn and
twitter can be targeted with keywords (geo- and
industry targeting). On LinkedIn, introductions and
communications are acceptable and anticipated,
without the need for formal letters of introduction.
Some benefits of social media in the sales cycle include: It can enhance offline relationships. Likewise, online relationships can certainly benefit by meeting offline.
NZsM / NOV 18th 2009 / 7
some sales processes can be automated such as sharing •
trackable downloadable information for the suspects’/
prospects’ research phase (whitepapers, product in use,
product comparisons, how-to videos).
Your existing clients can form a ready-made social •
media community for prospects to belong to.
Community is the new CRM concept. CRM software
developers strive to incorporate social media into their
new releases. Creating connections on social media
then building conversation and community with
suspects, prospects and clients using social media
sites is an efficient way of sharing information and
building loyalty.
social media channels are simple, fast and easy for •
your loyal brand evangelists to share your brand with
prospects on your behalf. social media and online tools
make it easier for them to become an active referral
source. Ask your contacts to meet on social media
platforms. If your brand needs protecting – it is fast to
fix and your brand evangelists may do the job for you.
this can occur in different ways depending on which
platforms are used.
Brand evangelists are your ‘voice of the customer’. they •
can be your customer advisory committee by using
social media tools. You can now use social media as a
24/7 market research tool due to real time search and
live feedback, if your microblog community is active. At
a recent think-tank on banking and market collaboration,
a twitter community was asked what ways banks could
truly collaborate with their businesses. Feedback was
instant and frank.
how you choose to implement your social media strategies
will depend on the freedoms and scope of your role, the
scale of your resources, the size of your company and the
infrastructure and level of available dedicated marketing and
customer services support. Much that you would achieve
offline can be achieved efficiently online; for example,
product demonstrations, seminars, and Question and Answer
conversations. Just keep in mind that crucial deals with
certain products, sectors and cultures can never entirely be
substituted with online communication.
Imagine yourself as a technology provider with high
authority target markets nationally and internationally.
Due to the company’s growth stage and the economic
social media channels are simple, fast and easy for your loyal brand evangelists to share your brand with prospects on your behalf. social media and online tools make it easier for them to become an active referral source. Ask your contacts to meet on social media platforms. If your brand needs protecting – it is fast to fix and your brand evangelists may do the job for you.
NZsM / NOV 18th 2009 / 8
environment, your company’s budgets require strict
adherence to controlled or reduced cost of sales. Your
first wish may be to visit your key prospects directly, but
the sales cost is too high. the relationship development,
needs assessment, product demonstration and other
main sales processes may be achievable by phone,
networking, blog, video, webinars, email and file
sharing. By incurring the costs closer to the crucial deal
making stage, and with fewer face-to-face meetings,
there is likelihood of improved ROI and the company
meeting budget.
Depending on the tolerance your prospects and your
market sector allow, this may be achievable at no sacrifice
to relationship development or quality of the sales process.
In your sector how many face-to-face visits could this cut?
How much profitability could you add? What time could
you save by efficiently using online tools? Only you will
know how you could creatively use online tools, once
shown the scope of options.
No doubt you’ll be keen to gain more insight into the
specific ways social media can be used in your role. Here
are eight aspects of the sales cycle that can gain productivity
benefits through online social media activity:
Establishing credibility and authority•
sector research and sales prospecting •
Getting your foot in the door•
Navigating customer organisations•
Collaborating across sales teams•
Providing customer references•
Building ongoing rapport•
Ensuring ongoing customer success with post sales support
to get started, if there is one form of social media you need
to become active in, it is LinkedIn. Its design is perfect for
targeting new relationships that would otherwise be too
difficult to access, and it is easy to extend relationships. Start
by becoming active in Groups and discussions and explore
content on interesting profiles. Then link your other social
media into LinkedIn.
NZsM / OCt 28th 2009 / 9
steve Evans of People Central helps businesses to attract, recruit, retain and develop talented
individuals and teams. Visit steve’s website at www.peoplecentral.co.nz
hOw tO RECRUIt yOUR NExt SALES StARExploring the core competencies associated with sales success. By Steve Evans
Following on from the article in the last issue of NZsM,
‘hiring your next superstar – making the most of the
interview and selection process’, let’s now assume you
have embarked on the three steps to improving your decision
making in selecting the candidates most likely to perform in
the role.
Knowing what you are looking for•
Raising your game in interviewing•
Backing up your selection decision •
In addressing points one and two, getting a firm grasp of
competency or behavioural-based interviewing is a must,
and to achieve this you would need to invest in at least
a one-day effective interviewing training session with a
reputable provider. Contact us for referrals to reputable
providers in your region.
however, if you are
about to interview
sales candidates
before you can
get trained, then
the absolute basics
of the competency-
based interview is to
explore specific examples
of a candidate’s experiences to date, insisting on specific
occasions when they have faced situations critical
to success in your business, how they handled those
situations, what they learned from the experience and
how they have applied that learning in subsequent similar
situations. Attempts by the candidate to brush over your
requests for examples and talk in general or hypothetical
terms should be dismissed and the candidate brought back
to the question at hand. Based on the work of Professor
steve Poppleton, author of the highly effective Poppleton
Allen sales Aptitude test (PAsAt), the core competencies
associated with success in a sales environment are listed
below, together with suggested initial interview questions
to explore each candidate’s experiences, skills and
behaviours in that competency.
Motivationhigh performers are motivated by targets, they set
personal targets above those set by their employer, they
enjoy having their performance measured and they see
success as the results of their own efforts.
Q’s: Describe the sales performance targets set for you in your
current job. Do you think they are reasonable and achievable?
What personal targets do you set for yourself over and
above those set by your manager?
how have you performed against these targets?
Emotional Resilience and Stability how does the candidate deal with setbacks and rejection
and still get up the next day without being daunted by
the previous day’s disappointments? this also relates
to accepting criticism, being consistent in dealing with
others, not exhibiting jealously and not letting home life
affect work life.
Q’s: Describe an occasion where you lost a big sale to a
competitor. how did you motivate yourself to get back
into the market-place the next day?
What did you learn from the experience?
Relationship Building and Maintenance the importance a candidate places on establishing new
relationships and maintaining profitable relationships
with existing clients, including how others see them
NZsM / NOV 18th 2009 / 10
in being warm, approachable, genuinely interested in
others, seeking agreement and progress in their working
relationships
Q’s: take me through the process you use to establish
an effective working relationship with a new prospect or
client, and illustrate your answer with actual examples.
Give me another example of how you maintain strong
profitable relationships with existing clients.
Change Management and Spotting Unplanned Opportunitieshigh performers thrive on change, get excited about new
ways of doing things, actively seek out and respond to
unplanned opportunities and are more likely to regularly
embrace professional and personal development.
Q’s: Describe an occasion where you spotted an
unplanned opportunity to make a sale. how did you take
advantage of the situation?
What was the outcome?
What was the last major change you experienced at work?
What role did you play in bringing that change to fruition?
What benefits did that change bring to the business?
Control and InfluenceNot to be confused with manipulation, successful
sales people are able to control situations and
influence people through being observant, attentive,
interesting and bending the occasional rule in order
to reach their objective.
Q's: Describe an occasion where you had to stretch
your influencing skills to get a result. What did you
do to overcome that client’s concerns or objections to
your proposal?
Planning, Organising and ConscientiousnessNo trust equals no sale, and how better to generate trust
with a new prospect and reinforce trust with existing
clients than demonstrating your meticulous attention
to detail, delivering on promises on time, remembering
personal and business details of your clients, turning up
on time and being prepared. sales staff who place high
value on planning and organising, coupled with strong
conscientiousness quickly establish trust.
Q's: Give me an example from your job that demonstrates
your meticulous attention to detail, planning and
organising skills.
Find another example of how you have prepared for a
sales meeting or presentation for a big client.
Self AssuranceShowing confidence in a broad range of situations
helps sales people to be persuasive, responsive to
clients’ requests, relate well to different people and take
responsibility for the advice and decisions they give that
affect others.
Q's: Describe an occasion where you felt ‘out of your
depth’ in your sales job. What did you do to overcome
that situation?
Find another example of where you have been asked to meet
important clients at very short notice. take me through the
steps you took to prepare and deliver to this client.
Attentiveness and Adaptabilitythe x-factor in sales effectiveness can be the subtle way in
which some sales people listen to the words and phrases
their clients use, take in their non-verbal communications
and seamlessly adapt their own behaviour to match and
compliment the behaviour of others. these are the sales
superstars who understand and react to the old adage that
people buy from people they like.
Q's: talk me through what you pay attention to when
meeting a prospect for the first time.
Find an example of where you have formed a working
relationship with someone who has a very different
outlook on life to your own. how did this person differ
from you?
how did you adapt your approach to appeal to this person?
What affect did your adapted approach have on your
working relationship?
this article is no substitute for raising your game in
interviewing through competency-based interview
training, but ought to give recruiting managers a flavour of
the competencies and behaviours associated with success
in sales, the insight to which competencies are most
applicable to your business, and the type of questions that
uncover whether each candidate has the potential to be a
high performer in your business.
NZsM / NOV 18th 2009 / 11
hERE ARE twO ONLINE RESOURCES:
INtEREStED IN LEARNING MORE ABOUt SOCIAL MEDIA fOR thE
Sales Professional?
R E s O u R C E C O R N E R
www.sales2.com is the home of the people who invented
‘sales 2.0’. their site contains a stack of useful articles on
how to effectively use Web 2.0 tools and social media to
gain business-to-business sales.
Remember to take Charles Donoghue’s advice and
be courageous and take action when you have
finished reading!
On Linked-In and wondering which groups to join?
Join the NZ B2B Sales Professionals Network on
Linked In, and participate in discussions on a wide
variety of sales topics and issues.
Professional selling skillsAchieve GlobalAuckland
Negotiating skills scotworkWellingtonAdvanced sales DevelopmentDavid Forman Aucklandhit the Road Running top Achievers sales trainingWellington
sales skills 2EMAAuckland
sales DevelopmentDavid FormanAuckland
sales BasicsRichard GeeChristchurch
sales DevelopmentDavid FormanAuckland
Professional selling skillsAchieve GlobalAuckland
sales BasicsRichard GeeAuckland
Negotiating skills scotworkWellington
Aim trueDinanmite sales training Auckland
Aim trueDinanmite sales training hamilton
Professional selling skillsAchieve GlobalAuckland
hit the Road Running, top Achievers sales training Christchurch
telephone salesZealmarkAuckland
Negotiating skills scotworkWellington
Aim trueDinanmite sales training Auckland
sales DevelopmentDavid FormanAuckland
FRI 18 DEC
MON 14 DEC
tuEs 8 DECMON 7 DEC
WED 2 DEC
Advanced sales DevelopmentDavid Forman Auckland
sales DevelopmentDavid FormanAuckland
Key Account Management ZealmarkAuckland
tuE 1 DECMON 30 NOVFRI 27 NOV
FRI 11 DEC
suN 13 DEC
sAt 12 DEC
suN 6 DEC
sAt 5 DECthu 3 DEC
suN 22 NOV
sAt 21 NOV
suN 20 DEC
sAt 19 DEC
NZsMCALENDAR
MON 23 NOV
thu 19 NOVWED 18 NOV FRI 20 NOV
thu 26 NOVWED 25 NOVtuE 24 NOV
sales ManagementDavid ForemanChristchurch
sales DevelopmentDavid FormanAucklandEssential sales skillsZealmarkAucklandAim trueDinanmite sales training hamilton
sAt 28 NOV
thu 10 DEC
tuE 15 DEC WED 16 DEC WED 17 DEC
suN 29 NOV
FRI 4 DEC
WED 9 DEC
NZsM / NOV 18th 2009 / 13
People who demonstrate courage are still faced with
the fear, but they don't let it paralyse them. People
who lack courage give in to fear, which in turn
strengthens the fear. When you avoid facing a fear and then
feel relieved, this acts as a psychological reward and will
make you more likely to avoid facing it in the future. the
more you avoid taking action, the more paralysed you'll feel
about taking actions in the future.
Stepping OutPerhaps, like many others, you were taught to avoid taking
chances. “Don’t climb that tree – it’s dangerous.” “Don't
take…… ” this philosophy causes you to live reactively, and
instead of stepping out and trying something different and
seeing what you are capable of, you keep on doing the same
routine, even though it doesn’t offer fulfillment. Popular
wisdom dictates that you accept your lot in life, and make
the best of it. You go with the flow. Your only hope is that the
currents of life will pull you in a favorable direction.
Grasp A New LifeCourage means the ability to face fears and reach out and
grasp the new and exciting life awaiting you. Abandon
fear of failure, loneliness, public speaking or approaching
people. Yes, even fear of success, which is your birthright.
When you constantly live with limiting beliefs, you
rationalise your behavior:
“I have a family to support and can't take risks.”
“I’m past the age for taking chances.”
“If I was younger it might be different.”
“I don’t have the brains, I never did well at school.”
You have been programmed to believe what you believe
by your late teens, but no one can tell you what you
can’t do tomorrow once you change your belief system.
unfortunately, as you age you become philosophical about
your limitations and fears, and come to believe that the only
option available for you is to live out the remainder of your
years as contently as possible, and wait for your internment,
where you'll finally achieve total safety and security.
You do have choices. Deep within the psyche of every
person lies the ‘other you.’ As you get older, you hear this
inner voice that says, “something is not right, you have a
brain and you’re intelligent so why are you not achieving
more from life?”
how do most people cope with their inner voices? usually
alcohol, parties, drugs, loud music or comfort from fellow
morons on the road to nothingness.
Walk BoldlyInaction breeds doubt and fear, action breeds confidence and
courage. If you want to conquer fear, stop thinking about it.
taking some action, acknowledging the fact that you have fears
or limitations, is the first step to correcting the situation. When
you take affirmative action, you will discover the real you and
your enormous potential to do or become anything you want.
Positive thinking is meaningless unless accompanied
with a powerful belief (expectation), and this can only be
accomplished by programming your brain on a daily basis.
OVERCOME YOuR
three reasons why you need to re-programme your brain to overcome fear.By Charles Donoghue
t W O M I N u t E t O P u P
Charles Donoghue is an Auckland-based performance psychology coach and author of best selling books kites Rise Against the wind, Swim Against the Current, and the recently
published Mega thinking. Visit Charles’ website at www.donoghuedynamics.com
FEARs
NZsM / NOV 18th 2009 / 14
W h A t ’ s N E W N O t I C E B O A R D
KPI MODELING tEChNIQuEs – NEW IN NZ
“What is the difference between a list of performance
indicators and a Key Performance Indicator (KPI) model?”
Michael taplin asks.
“some performance indicators are critically important because
they are the powerful levers of business performance. A small
change in a KPI has a major and measurable influence on business
return. It is an important source of competitive advantage.”
Previously available only to consulting clients, Michael now offers
to teach sales executives how
to develop their own model, in
a series of 2-day workshops. he
says “that’s a real competitive
advantage”. More at
www.dinanmite.com.
CAN yOU hELP? Sales Qualifications Scoping Project
the Retail Institute (the Industry training Organisation for retail, wholesale and sales) are conducting a scoping project to look at the possibility of introducing selling qualifications onto the NZ Qualifications Framework. There are aspects of selling included in other qualifications, but at the moment, there are no specific sales qualifications.
Qualifications would need to meet the needs of retail sales, but the scoping goes beyond retail into other disciplines of selling – B2B field sales, business development, account management etc and sales management.
The decision to introduce sales qualifications will be largely determined by what industry says is needed.
If you are a sales manager or owner of a business employing sales people and would like to contribute to this study by completing a 30 minute questionnaire by phone or in person then please contact the Project Manager, Paul Newsom, on 04 586 4733 or email [email protected] by Friday 27th November.”
NZsM / NOV 18th 2009 / 16
NZsM / NOV 18th 2009 / 17
have you subscribed to New Zealand sales Manager? It’s free!simply visit www.nzsalesmanager.co.nz to get a copy of New Zealand sales Manager delivered
straight to your inbox every third Wednesday!
Approach selling as a profession, like law or medicine. see yourself at the same level as the best people in your community.
Brian Tracy,
Q u I C K F I X
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QUICk fIx
While qualifying an opportunity, you have just
‘floated’ an indicative price or price range past
a prospect. the phone line goes quiet...the
prospect has fallen off their chair in shock.
“Well that’s a hell of a lot more than I expected,” they say. “But
send me your proposal anyway and we’ll think about it.”
so what do you do? You know that your estimates are competitive
and in the right ball park. Do you set to work and submit a
proposal in the hope that it will keep you in the running?
More likely you will be wasting your time! You need to qualify
the opportunity further and here’s one way:
say to the prospect “Okay, that’s good to know. If you asked
the same question to alternative suppliers and get a similar
price range, what will you do? Will the project fly?”
If the answer is “Yes”, then proceed to progress the sale.
If the answer is “No”, then politely suggest that rather than
waste their time and yours with a proposal, you could see if
you can find a different way of doing this for them that will
work – and then proceed to further qualify and progress the
sale if appropriate.
Don’t waste time when the prospect falls off their chair. Get
better at qualifying.
If you have a favourite ‘quick fix’ that you would like to share
with our readers (without giving your winning secrets away!)
then email the editor at [email protected]
You will be in to win a high-powered laser pointer pen,
courtesy of the great guys at Brand storming Promotions.
It's not what you sell, it's how you sell
When your prospect falls off his chair
