As the two previous articles in this newsletter have affirmed, we are in tough trading conditions and those conditions look likely to continue for some time to come. Keeping costs in check is one of the key activities that many businesses will be undertaking, not for the first time in most cases. It might be […]
Posts under ‘Increasing Sales’
Making Good Use Of Time by Joe Adams
Ever hear someone say, “I could sell more if I had more time,” or “I wish I had the time to go after that sale”? Don’t believe such words. People make time to do the things they really want to do. And salespeople are no different than others in finding that time. Nobody should have […]
See Your Business with Fresh Eyes by Brian Chernett
When markets are tough, as they are at the moment, we need every bit of help to make sure our businesses continue to trade. Perhaps now is a good time to experience your business as a customer might and pick up on those areas where things have begun to slip. As a retail manager, I […]
The Turning Tide – and why businesses buy
The emotions behind how we make our personal purchasing decisions as consumers are often very well researched by those who seek to sell to us. But professional buying-decisions in industrial markets have their emotional triggers too – and they are changing. The focus of successful business-to-business sales teams has been moving rather subtly over time. […]