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A leading American sales strategist Mike Puglia said: “Establishing trust is better than any sales technique.” When you are looking at developing a strategy for sustainable sales growth the quality of the relationships you have developed with your prospective clients will be critical to your success. Building those relationships and the trust that goes with […]
We often lead our blogs with a quote from a writer or speaker on sales techniques, but inspiration for how you approach sales improvement can come from many sources. In this case Bruce Springsteen “Getting an audience is hard. Sustaining an audience is hard. It demands a consistency of thought, of purpose and of action […]
How many times have you heard the above phrase used by suppliers and various sales people? Despite Oscar Wilde’s famous words, consistency is the last refuge of the unimaginative. When it comes to building a relationship, there is a lot to be said for providing what you need, consistently. All businesses plan their activity based […]
Whatever way you look at it, generating additional sales requires additional time and resources to maximise the opportunities available to you. As with most other things in business, working smarter rather than harder is the key to achieving the best return on investment. You doubtless already have strong working relationships with long standing clients, but […]
In one of our newsletters recently we used the quote “Consistency breeds familiarity, familiarity breeds confidence, and confidence breeds sales” from Jay Conrad Levinson. He was the author of the 1984 book ‘Guerrilla Marketing’. While many of the marketing strategies that he suggested proved short-lived, his key point about consistency being the best way to […]
The phrase ‘putting the cart before the horse’ certainly comes to mind in this case, so here are a few interesting facts (kindly supplied by Phrases.org.uk): The earliest known reference to this phrase was made by John Haywood in 1589 A hysteron proteron is a figure of speech we inherited from the Greeks, in which the thing […]
Some products are relatively straightforward to sell. Potential clients can appreciate the function and benefit of the offer. Other products need a certain a level of understanding before the business gain becomes clear. An interesting example of this is Newicon, a client we started to work with sometime ago. They help companies to create effective […]
Here is a great quote from the American politician, Bob Bennet: ‘in sales, referral is the key to the door of resistance’. I could not agree more and nor can most companies we speak to. So much so that it is very common to hear business owners and sales directors say that their conversion goes […]
At first sight the prospects for the insurance markets in 2022 seem less than optimistic. With the news full of economic and political gloom it would be easy to see this year as a time to hunker down and wait for the storm to pass. The insurance industry news is far more positive however, with […]
The business world is full of jargon, The bottom line, that figure in the far-right hand corner of your financials, is the outcome of all of the work of the business. It is the single most important number to define the health, or otherwise, of the company. As an overall indicator of your performance, it […]
