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Database VS Clientbase
Key learning outcomes: Discover if you have a database or a clientbase. Learn about the benefits of maintaining good quality customer contacts. Establish that occasional, engaging communication is more productive than frequent, irrelevant communication. Recognise that a clientbase should be regularly reviewed and updated. Article: Over the past 10 years or so, collecting customer information…
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Free Article – Top 10 Tips For Making A Great First Impression
Key learning outcomes: Recognise that your first impression may be a lasting impression. Learn some of the tricks for ensuring you make a good impression every time. Adopt such techniques as punctuality, politeness, eye contact, smiling and smart appearance to ensure you get off to a good start. Develop research and relaxation skills to improve…
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Generation Ladder
Key learning outcomes: Learn to use the generation ladder to pinpoint the sources of your most valuable customers. Determine your rate of conversion of opportunities into new customers. Analyse the different sources of customers and seek ways to improve conversion rates for each source. Create an action plan to increase the number of new paying…
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Free Article – What makes the good ones great?
Key learning outcomes: Recognise that hard work, good management and being solution-driven are key ingredients of success. Practice active listening to achieve positive outcomes. Develop goals and targets to indicate you are self-motivated and keen to succeed. Demonstrate that you know your product, market and customer. Article Having spent the last 17 years or so…
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Free Article – Case Study – Great Expectations
Key learning outcomes: Learn that personalised customer service is an essential ingredient for repeat business. Describe the relationship between your level of service and your customers’ expectations. Develop strategies for delivering outstanding customer experiences. Recognise that improving the customer experience does not necessarily involved spending money. Article This case study outlines the customer’s experience of…
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Free Article – Prospecting for Success
Key learning outcomes: Understand that sales calls are an effective way to build your sales staff’s skill and confidence and overcome ‘sales reluctance’. Differentiate between making a sales call and leaving a phone message. Establish valid reasons for making sales calls, so that every call counts. Recognise the value of sales call preparation and planning.…
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Dollar Productivity
Key learning outcomes: Identify the “dollar-productive tasks” in your business or workplace. Complete our template to measure your dollar productivity. Create a benchmark or acceptable dollar-productivity rate for your business. Determine activities and tasks that negatively impact dollar productivity in your business. Article: It is important for any income producer in a business to be…
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Coaching Your Sales Team
Learning outcomes • Use your skills and experience to coach your sales team in order to bring out the best in them, maximise their performance, and celebrate team successes.• Understand the importance of consistency in the timing of meetings and how they are run. • Implement our suggestions for encouraging team members to participate in…
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Free Article – Is Common Courtesy Still Relevant?
Key learning outcomes: Acknowledge that common courtesy is still relevant in all aspects of our lives. Show how pleasant behaviour can enhance your success in negotiations. Learn the importance of building rapport with the other party in business interactions, and engaging in appropriate behaviour at all times. Recognise the positive impact of saying “thank you”.…
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Free Article – It’s All About Perspective
Key Learning Outcomes Understand that problems and issues are all important to the person who has them. Determine the need to address small problems before they become large and impact performance. Distinguish between the different types of goals, and the ease with which they can be achieved. Recognise that goals should be set by the…