Owner: Beyond the Boardroom URL:www.btbtraining.com/blog Join Date: Wed, 20 Feb 2008 06:05:24 -0600 Rating:0 Site Description: Beyond the Boardroom is a specialist business devolopment consultancy based in Ireland. We provide a broad range of services from training and HR to web design and marketing. Site statistics:Click here
Suceeding at Telesales 2008-02-19 09:19:11 Telesales is different from the face to face sale in two ways, there is a much shorter time-frame to work in and you only have one means of communication to deliver your message, your voice. It is also worth noting that it is much easier for a prospect to object early so there is strong need to grab [...]
Planning to hit Target? 2008-02-15 03:54:24 Salespeople often complain about their sales targets so first let’s start with stating some realities about targets
Sales targets should never be easy to achieve but should always be achievable.
Sales targets don’t take account of unforeseen events such as sick days etc
Sales targets are hit as a result of good planning and doing the correct activities [...] Read more:Target
Executive Psychopaths 2008-02-08 09:11:26 Here is an very interesting article about workplace psychopaths from HunterLynch Associates www.hunterlynch.com . Hunter Lynch is a leading provider of Management Selection and Strategic Human Resources Solutions within the Irish marketplace. Article published with thanks to Pat Laheen and Pamela Dunne at Hunter Lynch.
Chances are good there’s a psychopath on your management team. This is [...] Read more:Executive
Ouch! A Story about offering Discounts (Part two) 2008-02-08 06:06:48 Continued…..
Having realised that as a company they could now no longer continue to offer big discounts, and having secured the money from the investors to create the necessery supports, you could be forgiven for thinking that the intervening years have been paved with success. Suffice to say you would be wrong, because the curse of that first kamikaze year of discounts [...] Read more:offering
, Discounts
Ouch! A Story about offering Discounts (Part One) 2008-02-05 07:51:59 Let me start this post by saying I sometimes get accused by my clients of being anti-discount. While I wouldn’t agree with that assertion, I would like to highlight that in my experience, I have seen discounts being used very badly many more times than I have seen discounts being used very well. While I absolutely agree [...] Read more:offering
, Discounts
Creating a SME Website (Part Two) 2008-01-29 04:17:18 SEO
Now that you have created your website you first need to get it listed in Google, Yahoo and DMOZ. You can wait for the search engines to discover your site or alternatively you apply to have your site listed. Yahoo charge for the privilege but if you wait they will pick it up. Once this [...] Read more:Creating
, Part Two
Creating a SME Website (Part One) 2008-01-24 05:19:01 In the today’s business environment the Internet has become an extremely powerful business tool. At a minimum it can be used to generate plenty of juicy new sales leads or at its full potential delivering a full e-commerce sales vehicle and revenue stream.
Unfortunately this been said it still tends to be the very large business [...] Read more:Creating
Ten Tips for getting past the Gatekeeper 2008-01-23 16:10:06 Mix up your Approach
There are many conflicting opinions out there on the subject of how best to deal with gatekeepers. Even the foremost sales trainers rarely agree on how best to approach the subject. This suggests there are many effective techniques but there is no single right answer so you have got to be prepared [...]
Top Ten Selling Sins 2008-01-22 14:23:58 Recently a customer of mine asked me to come up with a list of common mistakes made by salespeople so that she could hand it out to their sales team. I decided to keep it simple and limit the list to ten, which I have called The Ten Deadly Sales Sins.
10: Driving all Day
Spend [...] Read more:Top Ten
Objection Handling Techniques 2008-01-18 16:18:34 The ability to effectively handle objections is without doubt the single biggest factor in getting prospects to buy. An objection is first and foremost an indication that at some level the prospect has or is considering buying and should be welcomed by the salesperson. An objection is a reasonable concern on behalf of the prospect, [...] Read more:Objection
, Handling
Keeping a Hard Copy Record of your Sales 2008-03-12 07:32:51 We recently recruited a senior salesperson for a top company in the construction industry. Needless to say, there was a lot of interest in the role and it carried a great salary and fantastic benefits package.
Eventually two outstanding candidates were short-listed, however it was proving difficult to separate between the two. After a final [...] Read more:Record
, Sales
The Thermometer Close 2008-03-11 07:34:41 I’m not a big fan of so called tricks of the sales trade but here’s one that is worth mentioning called the thermometer close.
This is what I would call an upfront closing technique, by using the technique the salesperson is not trying to close the sale out but merely attempting to move the conversation and the opportunity forward.
It goes like so
Salesperson: Hi (Prospect), this [...] Read more:Close
Building Rapport the Easy Way 2008-03-10 07:48:08 In this post I will be dealing with how to effectively rapport build with a new prospect. I will also be looking at some traditional rapport building techniques and why they might in fact be damaging your overall sales approach. I am not going to be dealing with body language and subconscious communication techniques which I will look at in a [...] Read more:Building
, Rapport
Presenting to a Group 2008-03-21 08:29:43 Presenting to a group can potentally be a daunting experience even for the most confident of sellers. It is easy for these nerves to contribute to basic mistakes so a little preparation and a few simple guidelines are key to success.
Preparation
You will have a chance to prepare, and this is crucial particularly if presenting is not one of our [...] Read more:Group
A No Brainer: Head-Hunting Senior Salespeople 2008-04-02 07:06:13 Executive headhunting is a fairly recent addition to the list of services that we provide for our clients and frankly the more roles we fill, the more convinced I am that it is the perfect recruitment solution for hiring senior sales reps and sales managers in Ireland.
The reasons
Top sales professionals are thin on the ground particularly when you [...]
When Chasing Sales becomes Wasting Sales 2008-04-04 06:44:53 We all been there, spend hours attending the meetings, given the presentations, prepared the proposal and then after all this personal investment, what appeared to be a certain big deal now starts to look increasingly shaky. Its happened to every salesperson I know and its an emotional roller coaster that we could all do without. Coming to [...] Read more:Chasing
, Sales
A Warning when Sourcing Training in Ireland 2008-04-03 05:40:59 Having recently spoke to both other trainers and clients, It has come to my attention that some Irish training providers are trying to pass off the shelf training courses as bespoke work. One client paid a substantial sum of money for a tailored training solution for his employees only to later find out that the very [...] Read more:Sourcing
, Training
, Ireland
Trade Show Bob 2008-04-05 19:53:13 On the train from Dublin, I got chatting to a gent from Cork called Bob who has been a sales rep for many years. He was returning home from a one-day trade show and after I explained to him what I did, the conversation quickly turned to sales.
During the course of the conversation, he reached into [...] Read more:Trade
, Trade Show
Real Training Objectives 2008-04-11 10:07:53 Usually when I talk to clients who are looking for a training solution for their employees, one of the first things that I need to do is to get the client to decide and agree on the training objectives and to have them evaluate how realistic these objectives are in relation to both their budgets and timescales.
There [...] Read more:Training
, Objectives
Follow Up Focus 2008-04-10 15:12:05 Here’s a great article on following up with prospects and clients from Diane Helbig. Diane is a Professional Coach, and the president of Seize This Day Coaching. She works one-on-one and in groups with small business owners, entrepreneurs, and salespeople to help them create successful business development strategies. As a team, they embrace the possibilities.
How effective [...] Read more:Focus
Dieting and Selling 2008-04-15 09:01:09 It often struck me that there are striking similarities between how new diets and new selling approaches are marketed . Every now and then a new so called revolutionary diet comes along that is the answer to every one’s prayers. Remember the Atkins one a few years back, for a while it was in every [...] Read more:Dieting
9 Management Philosophies 2008-04-15 18:54:07 Here is a fab article on the management of high performing teams from Martice E Nicks Jr. Martice is a Partner at Applied Concepts Institute, LLC, A Professional Speaker, Master Sales Productivity Consultant, Coach and Trainer. You can join the sales productivity discussion at his blog
I met with a prospect the other day and he [...] Read more:Management
12 Lessons to Good First Impressions 2008-04-22 10:18:52 Within the first few seconds of any encounter you are evaluated by the prospect. Your appearance, demeanor and body language all contribute to quickly create a first impression. This judgement happens primarily on a subconscious level and once made is extremely difficult to reverse. The prospect’s subconscious is asking the question “can I trust this [...] Read more:Lessons
, First
, Impressions
Notes! to take or not to take? 2008-04-24 06:12:06 Recording details on paper with the prospect during a sales meeting is a subject that divides a lot of salespeople. Sellers who fall into the “no to note taking camp” will say that note taking can be off putting to the prospect and only serves to stop the prospect from sharing information. They say that [...] Read more:Notes
Enticing Voicemail Messages 2008-04-23 12:31:00 I am usually not a big fan of VM but here at fantastic article from Jill Konrath on making it work for you.
Jill Konrath, a leading-edge sales strategist and business advisor, is a popular speaker at national sales meetings and association events. She helps sellers crack into corporate accounts, speed up their sales cycle and [...] Read more:Voicemail
Using Online Articles to Promote Your Business 2008-04-28 10:47:39 Writing and publishing online articles is a great way to both promote your business by increase the numbers of visitors and backlinks to your website.
Here how it works
Create an article or a series of articles offering advice in your area/s of expertise
Alternatively, you could create an article reviewing a product or book or making [...] Read more:Articles
, Promote
, Business
Moving Your Site, Use a 301 Direct 2008-04-28 06:55:04 We recently undertook a re branding exercise including changing our name form Real World Sales Training to Beyond the Boardroom primarily because the list of services that we now offer has increased and the name Real World Sales Training didn’t reflect this. As part of this re branding, our website moved to a new [...] Read more:Moving
, Direct
Pagerank Thank Google! 2008-04-29 18:56:48 Its just after 12 on Tuesday the 30th of April 2008 and I have just noticed on my google toolbar that our new site has achieved a PageRank of 3.
PageRank is a numeric value that represents how important a page is on the web and goes right up to 10.
While a rank of [...] Read more:Thank
, Google
Go the Extra Mile for Referrals and Repeat Business 2008-04-29 05:22:21 My very first sales position was with an insurance industry and I now can look back fondly at that experience knowing that some of the early sales skills that I learnt from my time selling life polices and critical illness cover have remained valuable and relevant to the other products that I later sold [...] Read more:Extra
, Repeat
, Business
Training Expectations can be Risky Business 2008-04-30 06:19:00 Lisa Hanberg of Haneberg Management poses some very interesting questions in relation to management training on her blog “Management Craft”
She starts by asking the question
“What ought to be the goal of management training?”
To provide a lesson?
To create a conversation?
To create behavioral change?
She also asks
“Who ought management trainers be?”
People who can present material? [...] Read more:Training
, Business
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