Selling Tips B2B – Gaining the First Appointment

Following on from my first article ‘Pre-call Planning’ we should have planned that this contact is the correct person to be initially approaching but let us not make the assumption that this person knows we are planning to make an appointment with them and that they too are planners as well. In the first article I made mention of not making a sales call without an appointment. As stated earlier many will say that it is ok to just walk-in unannounced and that you just take your chances but I do not believe in wasting my time or the time of my intended contact as they too are business people who will probably have their days planned ahead and expecting to just walk-in to see them I know is not fruitful and as a senior manager they will not see me without an agreed appointment.

Many, many, years ago I learnt that the best way to sell to another business person is not to sell a product or service but to present a business solution…how will this benefit the buyer, business owner or manager? It even has a name, it is called ‘solution selling’ and I have been using the terminology for over 40 years. So, what does this lead to, if you intend to gain an appointment for the first time with a ‘targeted’ contact, you need to think about what you are going to say and here comes the scary part…

For the full article click on ‘Selling Tips B2B – Gaining the First Appointment’

Enjoy the read.


Retail Sales – The Emerging New Face of Retail

The way we need to do retail business in the future will change through necessity or we may not have a retail business as we know it currently in the future. Retail is now being infected by ‘The Emerging New Face of Retail’.

For the full article click on ‘The Emerging New Face of Retail’

Enjoy the read.

Selling Tips B2B – Pre-call Planning

Image - Sales Image - Leading the Way to Sales

Sales Image – Leading the Way to Sales

Before any sales call approach is ever made there should be preparatory steps to plan because if we consider that any call you make face to face could cost in the order of $100.00 average per call in Australia, in some cases even more, then you need to plan.

What is that old saying…People never Plan to Fail, they just Fail to Plan.
(Winston Churchill said “He who fails to plan is planning to fail” during World War II)

You only have 24 hours in one day, some of which you are sleeping…Plan for Success.

For the full article click on ‘Selling Tips B2B – Pre-call Planning’

Enjoy the read.

Hello World!

Sales Image

Our overall objective in starting this blog is to write and discuss how to grow your sales from a number of perspectives with a number of quick tips and short articles so they are quick to read, interesting, and can be a quick reference guide when needed. We will present sales techniques from planning to final sales and then ongoing account development.

We look forward to many new, or forgotten about, ideas being integrated into the articles and look forward to making new relationships; we plan to post our first article on Monday 26th November 2012, hope you like it.

Thank you.

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