Identifying people as prospects (prospecting) is a very important aspect of selling. You qualify your prospects by asking three questions. I call these the 3 ‘As’ of qualifying: Do they have a need for your product? (ASK) Do they have the ability to pay for your product? (AFFORD) Do they have the authority to purchase …
“Getting Your Foot in the Door with Prospects” by Tom Abbott, Soho Sales Coaching on pages 52-53 of the Oct-Dec 2010 edition of The Singapore Marketer Before I started coaching sales managers and delivering in-house sales training, I was a top-performing financial services agent. Well, I wasn’t always a top-performer…and I certainly didn’t start out …
Chances are you’re here because you’re worried about your (team’s) sales performance. If you’re the former, you’ve probably heard of the dreaded sales performance improvement plan as a bad omen. Yet, it doesn’t deserve this reputation. While it’s true that some sales PIPs often prelude termination in extreme cases, it’s not the purpose. Rather a …
Weekly Sales Performance Improvement Plan Template For Reps Read More »
The truth is, to sell a large quantity of any product, there are a set of steps everyone needs to follow. It is a process so common that even sidewalk sellers know how to leverage it, yet so many of us salespeople neglect to employ it! To help you put your best foot forward and secure more, …
11 Effective Sales Presentation Techniques That Close The Deal Faster Read More »
7 Quick Tips to Build Rapport with Customers from Tom Abbott, CSP Building rapport with customers is one of the most important steps in the sales process. A strong relationship with a customer creates mutual trust and a lasting relationship that can lead to repeat business. As the saying goes ‘People do business with people they know, …
In this instalment of interviews with high-performance sales professionals, Tom sits down with his good friend James Le, who works in Major Accounts Sales at ADP Canada. Spectacularly, James is now in his 10th year at ADP and has qualified to be part of the President’s Club 4 times – an elaborate overseas trip only select …
How A Top Tier Sales Professional Learnt How To Sell | Ask Sales Leaders Read More »
I recently had the opportunity to train Adam and the team at Drake International (Singapore) on ways to stay motivated. Of the nine strategies I shared, there were definite consistencies between these and what Adam notices top performers do regularly. Read on to find out what Adam Carabetta, Manager in Recruitment and Talent Solutions at Drake …
Sales Mindset of Top Performers | Ask Sales Leaders Read More »
When I’m meeting with company directors and sales managers, many share with me their struggles in hiring new sales professionals. Not only do they struggle hiring talent, but they also have challenges keeping the team motivated. We asked our community to share with us what has worked for them. Paul Lim, the owner of Craftech Printing Services …
Hiring and Incentivising Salespeople | Ask Sales Leaders Read More »
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