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Browse every published article connected to Niall Devitt, with exact attribution and full-archive search.
Articles
Browse every published article connected to Niall Devitt, or search within this exact expert archive.
Here I will be looking at 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 subconcious ...
Tip Number One: 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 ...
I recently passed the 100 post mark on my blog. To say that I have learnt a lot in between would be an understatement. To say that I have lots more to learn, would require an even bigger understatement. It has been an enjoyable, frustrating and fascinating experience. I have gained readers; I ...
Why does selling appear to be so much easier for some salespeople? It seems that they have a knack of identifying which doors to open and then knowing just what to do or say to convince the prospect as to the value of their offering. They are often described as “lucky” or “always been in the ...
Presenting to a group can potentially 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. Preparatio You will have a chance to prepare, and this is ...
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 ...
E-mailing is now undoubtedly the main means of communication between businesses and business people. I would continue to advise salespeople to always try to speak directly to prospects where possible. There are times however that e-mailing is the only available option, so the ability to craft ...
Presenting to a group can be a daunting prospect can it is easy to be intimated when having to do it. These nerves can cause us to make basic mistakes when presenting. I’m sure that you had had the misfortune to sit in on some quite terrible presentations over the years and hopefully also had an ...
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 ...
We always try to talk to or interview individual sales people before we deliver in house sales training. As part of this discussion the salesperson is asked about the areas of their selling that they feel they need help with. At this stage we must have talked to nearly one thousand salespeople ...
Earlier this year we looked at some techniques for dealing with objections (Objection Handling Technique 2007-04-20 ) As part of that article I mentioned that unrealistic expectations on behalf of the prospect can sometimes be misunderstood and treated as objections by the sales person. So ...
Tip Number One: Mix up your approach n 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 ...
10: Driving all Day Spend the minimum amount of time traveling and the maximum amount of time prospecting or closing deals. Divide your area into manageable chunks and work each smaller area on a specific day each week. Only deviate from this plan where there is a very good reason such as ...