Focus on Nurturing: Writing the perfect thank you

Thanking clients for their business is an art. You don’t want your handwritten thank you card to come off sounding like a form letter and you certainly don’t want it to sound like you’re sucking up. How do you strike the right balance? How do you make a thank you letter sound sincere and genuine … Continued

Focus on Prospecting: Make that winning sales call!

How many times have you put off getting stuck into the cold calls? How many other tasks have become vitally important all of a sudden – like that filing you’ve meant to do for the last six weeks, or the invoicing that Cindy in accounts could probably handle – in fact it’s her job, but … Continued

The Art of Nurturing: 5 ways to build on customer relationships

Making the sale feels great. It gives any salesperson or business owner a real feeling of accomplishment. Well done! Now this is where the real work begins. Unless you’re in an extremely specialized field where making one sale to a customer means your business is over and done forever – and I can’t think of … Continued

Focus on Prospecting: Keep your colleagues close and your competitors closer

Sales is a full-contact sport. It’s not about what you know, it’s about who you know. Sound familiar? These clichés have so permeated society, they’re hardly noticed any more. But step back and think for a moment – how many things in your life, right now, would you have achieved without the help of one … Continued

17 Tips For Successful Prospecting

Any good salesperson is going to have a degree of success in making sales once they have an appointment set up with a potential client. Making those appointments with hot leads is also simply a matter of numbers and timing. Finding prospective clients, on the other hand, can be a daunting task, even for experienced … Continued

Focus on Sales: Four Steps to Making a Lasting Impression

Everyone knows that you only have one chance to make a great first impression. When you’re a salesperson, that great impression could be the difference between success and failure, so it’s no surprise that a great deal of effort is put into making a good one. Unfortunately, even the best first impressions can be undone … Continued

Focus on Sales: If You Grow it, They Will Come – 3 Ways to Bring Clients to You

Welcome to Focus on Sales part 4, where we’re looking at the next foolproof tip to be a great salesperson: Tip 38 Get clients to come to you. Going out there and finding clients is an essential part of any salesperson’s or entrepreneur’s skill set. It’s like with fishing – you have to drive to … Continued

Focus on Sales: The 3 People (Besides Your Client) You Absolutely Must Build Relationships With

In part 3 of Focus on Sales, we’re going to look at another one of our foolproof tips to be a great salesperson: Tip 24 Broadening your relationships within existing client companies. We’ll look at the three most important people to maintain a relationship with, besides your primary client, as well as how to throw … Continued

Focus on Sales: 3 Proven Ways to Uncover Your Client’s Pain Points

Welcome back to Focus on Sales. In our ongoing quest to help you become the best salesperson possible, we’re going to zoom in on tip 35 Understand your client’s pain points. To understand what pain points are and how they will help you stand out in the field, we’re going to answer four questions: 1. … Continued

Focus on Sales: 4 Resources You Can Use to Win at Sales

Recently, we spoke about 45 ways you can become a better salesperson. For the next few weeks, I’d like to focus on a few of those tips and go into them in more detail. This week, I want to take a closer look at number 10 Be resourceful. There are so many resources available to … Continued