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Asking Good Sales Questions

11 February 2014 by Charles Howden

Why can’t your transactional sellers ask good sales questions?

Can you put a £/$ value to each component of your value proposition?

03 February 2014 by Charles Howden

Helping your prospect get a firm grasp of the £/$ value of your proposition moves the sales discussion into the territory of value, and when you are having a discussion at this level, issues around pricing fade into the background. Have you found this?

How are your sellers advancing their sales opportunities?

10 January 2014 by Charles Howden

How are your sellers creating urgency?

Leading or Lagging Indicators – What’s the split in your sales meetings?

03 September 2013 by Charles Howden

It’s almost inevitable that sales meetings focus on sales figures, but where should the focus be? Is it better to spend time pouring over sales figures from the previous period (lagging indicators) past the time that anything useful can be learned from them, or should time be focused on activity for the next period, supported by plans and targets (leading indicators).

What’s your problem, Marketing or Sales?

02 July 2013 by Charles Howden

Do you have enough prospects to sell to? But just can’t close them? In which case you primarily have a sales problem. Or, are you short of prospects to sell to, in which case you have a marketing issue.

Sometimes to change your sales results you need to change your language…

31 January 2013 by Charles Howden

Top sellers and linguistic studies have suggested that the use of the following words and language structures reduce the chances of reaching agreement in a sales context.

Can your business handle the change to a consultative sales model?

07 January 2013 by Charles Howden

Consultative selling is the current paradigm for selling complex products and services but how suitable is it for your business? Here are some of the challenges that companies face, when they decide to change from a transactional sales model, to a consultative one.

How well is your sales training working?

22 December 2012 by Charles Howden

If your sales training is not delivering results for you, you could start by considering these six questions:

Are we moving into a post Adwords world?

23 July 2012 by Charles Howden

If you’ve been using Adwords for the past five years, you will have noticed an increase in the cost of running your campaigns, and more significantly, you may have experienced a reduction in the number of leads that your spend has created.

Hockey sticks and sales meetings

22 June 2012 by Charles Howden

Are the hockey sticks out at your sales meetings yet?

When recruiting, how do you find out how well your candidate can sell?

07 June 2012 by Charles Howden

When you hired your last sales professional, how did you satisfy yourself that they could actually perform a selling role? And in particular, the “last three foot” part of the sales process. The face-to-face progressing of a sale through to the agreement stage (for transactional selling, let’s call that “closing”).

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These are a collection of our views about the world of selling, though please feel free to disagree and share you own views with us.

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CPV have taken the mystery out of the sales process and shown us how to do it for ourselves, now I feel much more in control of our business” – PW, MD Financial Services SME

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