Peter O'Donoghue

MBA

Free

Sales Training Expert

Peter O'Donoghue Quick Facts

Main Areas: Business to Business Sales,
Career Focus: Sales Trainer, Speaker, Author
Affiliation: ISMM - Institue of Sales and Marketing Management

Hi, I'm Peter O'Donoghue and I am a sales expert. I run the succesful sales training company, Sales DNA. We focus on business to business sales training and giving salespeople and business owners the skills and confidence to sell more.

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Articles by this expert

SelfGrowth articles and saved writing connected to this expert.

59 total

Article

Selling in a Recession Part 1 - Confidence and Escapism

We are faced with uncertain times and many people are fearing the worse about their ability to sell their products and services in his recession. It may not be easy but there are some proven ways that, if you work smart, will guide you in the right direction.

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Closing the Sale, It's Easier Than You Think

Are you having trouble closing leads? If so you are amongst the many sales people who find this most important part of the sales process to be a big problem This really is one of the most tricky things that salespeople face. It is so important that you learn how to deal with your prospects when it come to closing the sale so bearing this in mind here are five tips to help you along the way 1. Be sure to show your prospect that you are on their side, show them that you really do care about their needs and how you can help them.

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The Sales Motivation Secrets You Must Know!

It does not matter if you are salesperson of the year or if you are in the first week of your sales career, you will definitely come across a period of time where you will encounter a steady stream of 'No Thanks' During these challenging times it is very easy, despite the salespersons amazing talent and potential, to lose confidence and worst of all, the motivation to get back out there and start selling again. In these trying times it seems far easier to take refuge in the office where it seems secure and more of a safe haven than to get back out there selling again.

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Objection Handling Techniques - I'm Happy With My Current Supplier

This has to be one of the most asked questions in my sales training. "How do we deal with the sales objection -- we are happy with our current supplier?" Firstly, let me talk you through a few key elements of what I notice in people when they have asked me that question: Generally their whole body language tightens, they get uncomfortable and they retract in on themselves. It's as if they are expecting the worst thing they can imagine to just happen there and then. This will obviously have a huge impact on the way they communicate with the person on the other end of the phone.r

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Sales Process - Ensure You Have a Sales Process For Successful Selling

When working with sales people in my sales cinsulting business I am often amazed at the amount of time they spend focusing on the people that are actively interested in their product or service right now. Now don't get me wrong, these are by far the hottest prospects and deserve attention. The problem is it is likely they will be speaking to lots of other suppliers. What you need is a system that works on all of your potential prospects not just your A graders. An example below is how you could handle a telephone call to 4 different levels of prospect - A -C.

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Can you answer the seemingly easy sales question - Why should I use you?

Last year I was in the process of selling my House and had invited a number of Estate Agents around to show me why they should be get my business. The process was an eye opener and one that left me totally unimpressed with some of the Agents I met. They were there to sell me on the benefits of why I should place my house on the market with them yet they could not even sell themselves. One Agent even delighted in telling me:

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Sales Techniques - Know What to Do to Increase Sales When Sending Literature

When you send sales literature in the post your job is only just starting not ending. Make sure you know how to develop this to make the sale.

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Cold Calling Tips and Tricks

In an ideal world you would be getting a steady stream of enquiries all day long from people who were interested in the product or service you are selling. Unfortunately this just does not happen and you have to go out and find your sales prospects, and if you like it or not one of the most effective ways to do this is through cold calling. It is a sad fact that the majority of sales people would rather do anything else rather than go cold calling. If I asked you to go cold calling would you feel sick and start shaking (no, I'm not exaggerating!)

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Online Sales Training - Is it Right For You?

Online Sales Training has been on the verge of breaking through to the mass market for many years. With some of the recent technological advancements and the changing dynamics of the business world due to the global recession, there is set to be massive increase in adoption in 2009/2010. Many people are still hesitant about trying out this style of sales training. Why should you consider it?

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Cold Calling - Do You Want More Confidence in Your Ability to Sell?

One of the single biggest areas that delegates on my sales training want to cover when we look at cold calling and appointment setting is CONFIDENCE. When we set goals at the beginning of the day almost everyone wants to walk out of the door more confident in their ability to make cold calls. The challenge very often though is that when I ask some of the following questions I get blank looks: Do you truly believe in the value of your product or service? How well do you know businesses of your target clients?r

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How to Get Sales Meetings - Use Technology to Increase Sales Conversion

Today's modern technology lets you do so much in terms of saving time and adding functionality to the sales process. One of the greatest advances is in the area of web meetings or 'webinars' as they more commonly know. A webinar is an online meeting held over the internet using a service such as Goto Meeting. Using this simple technology you can instantly connect with any number of people quickly and easily. You can share your desktop PC with attendees and share movies, PowerPoint presentations online.

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Sales Tips - How to Use Framing in the Sales Process

Master sales people are adept at using a strategy called framing to communicate with prospective clients. Framing ensures their sales messages 'cut through the clutter' and distinguishes them as the credible sales resource for their product or service. Framing is not a difficult skill and it is one that you can master too. Here are the main ways you can immediately apply framing to increase your sales performance:

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