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Browse every published article connected to Peter O'Donoghue, with exact attribution and full-archive search.
Articles
Browse every published article connected to Peter O'Donoghue, or search within this exact expert archive.
The people who make the decisions in any company, large or small, hate cold callers with a passion and they consider them to be one of the biggest time wasters that they know of. They will often refuse to take your calls because they assume that you will just be wasting their time. End of, they won't even discuss their reasons with you.
The most straightforward way to avoid rejection in your selling activities is to try and make sure that your sales prospects are as qualified and as receptive as it is possible to be. It is highly recommended that you spend time to research and prepare for your clients before you make the initial contact with them and always make sure that you are speaking with the correct person from the very beginning of the relationship.
Using Behavioural economics To Increase Sales In the course of my reading around the subject of sales, I always look to find new and innovative ideas to make a difference to my clients. One of the most fascinating areas that has emerged in the last few years is that of behavioural economics. One of the leading lights of this new science is Dan Ariely and his fascinating book, predictably irrational.
One of the greatest advances in sales prospecting techniques is the ability to use Google alerts to track prospects, customers and sales trigger events. If you set up a few of these alerts the amount of data gathered can begin to get overwhelming but don't fret there are easy ways to manage all of this data for you. The first way to minimize this is to be specific on the terms you use to set up Google alerts and the second way is to set up a system of managing the data sent to you. You can choose to have data emailed to you daily or weekly and you can also set the alerts up in an RSS feed.
Sales Prospecting with Twitter.com, is called a 'micro blog'. It is a blogging platform that allows posts to be a maximum of 140 characters. It has taken the online world by storm and is set to stay as a dominant online networking platform for years to come. But the main question is if you are a professional sales person, should you be using Twitter for your sales prospecting. If you have never looked at Twitter then you should do. It's a great place to do business. There is a misconception that many people have that Twitter is just about people selling to consumers.
If you have an element of sales prospecting and new lead generation involved in your sales position or your business then you have so many options open to you. There is no excuse for not being able identify a constant stream of new sales prospects. There is also no excuse for approaching people 'cold' and not doing some preparatory research before making contact. You have everything you need at your finger tips so please use them.
Sales Prospecting by Positioning Your Business Where Customers Seek You Out "What business are you in?" It sounds a bit strange at first but it has massive implications to your business. Many businesses and salespeople lose sight of the real reason they are in business, that is to solve problems or help achieve goals. My company is not a sales training company, for example. I help people solve the problems of not attracting enough clients, and not utilising the ones they have to maximum impact and profitability.
I was at an event recently and one of the scheduled speakers failed to turn up. Never being short of something to say or a desire to help other business owners I volunteered to do a 10 minute 'open floor.' When asked what the most pressing sales challenges in the room were, One of the other attendees put his hand up and said: "Everything else is Fine but I always have trouble closing" Now this is a statement or questio I hear quite a lot.
We are looking at the quickest ways to win new business by careful sales prospecting. The reality is there is no quicker way to develop a list of target clients than to revisit your past successes, the companies involved and target their competitors and their Industry. An Example: A company I was doing some work for received an unsolicited inbound call from a company in an Industry sector they had never worked in before. In fact they would never have thought of approaching them.