Sales

宝贝求我我就停下来,你快一点好不好我快要到了Sales bring in the money that enables your business to survive and grow. Your sales strategy will be driven by your sales objectives.

Sales
ARTICLE

Sales - overview

No business can survive without selling. Our overview of planning your sales strategy and recruiting, training and managing sales staff.

Telesales
ARTICLE

Telesales - overview

宝贝求我我就停下来,你快一点好不好我快要到了How to work out whether telesales is right for your business, and make it work for you with effective planning and staff training.

Sales strategy
ARTICLE

Sales strategy - overview

A good sales strategy will help you identify prospects, manage relationships and convert leads to sales. The basic things you need to know.

Sales lead generation
ARTICLE

Sales lead generation - overview

宝贝求我我就停下来,你快一点好不好我快要到了How to find new leads and convert them to sales - from making your initial list to qualifying leads, making your approach and managing contacts.

Sales techniques and negotiations
ARTICLE

Sales techniques and negotiations - overview

宝贝求我我就停下来,你快一点好不好我快要到了Our guide to basic techniques to help you make a success of selling, including solution selling, getting past gatekeepers and dealing with objections.

Sales management
ARTICLE

Sales management - overview

宝贝求我我就停下来,你快一点好不好我快要到了Sales people need hands-on support and guidance to help them succeed. Our overview of how to get the best out of your sales staff.

A saleman makes a presentation to interested clients
ARTICLE

Sales presentations - overview

Our guide to planning, structuring and delivering a sales presentation to get across your key points in a persuasive way - and make the sale.

Tendering for contracts
ARTICLE

Tendering for contracts - overview

宝贝求我我就停下来,你快一点好不好我快要到了How to identify opportunities to tender, work out which ones are the most promising to pursue and write a winning tender document - the basics.

Sales tools and technology
ARTICLE

Sales tools and technology - overview

Customer data management and mobile tech are vital in today's sales landscape. Our guide to the basic tools available to improve sales success.

Man in a white shirt delivering a presentation to a group of people sat around a table
Article

Delivering presentations - checklist

宝贝求我我就停下来,你快一点好不好我快要到了 This checklist will help you to deliver a presentation, and includes advice on body language, covering the key points and dealing with questions.

Woman wearing a disguise next to a clothes rail trying to overcome buyers' fears
Article

How to overcome buyers' fears

The buying process is hindered by fears and doubts. It’s up to the salesperson to allay the buyer’s fears. Grant Leboff explains how you can do it.

Managing your sales team
Article

Managing your sales team

宝贝求我我就停下来,你快一点好不好我快要到了 Getting the most out of your sales team is an essential part of ensuring they achieve their full potential. Read our guide to managing sales people.

White database with marketing information written on them
FAQs

Marketing with your database FAQs

Small firms need to concentrate on niches that are either too small and specialised for the big boys or too new for a large firm to catch on to.

Worried sales man
Article

No more fears - selling made easy

What makes a great salesperson? One thing's for sure, it's not about having the gift of the gab. Two top sales gurus reveal the secret to selling.

Article

Q&A: Be more influential in business

宝贝求我我就停下来,你快一点好不好我快要到了 Didi Hopkins of the National Theatre's Theatreworks business training programme, explains what charisma is and how you can develop it.

Recruit and pay a sales team
Article

Recruit and pay a sales team

Recruiting skilled and motivated salespeople is vital to help your business bring in new customers and grow. How to attract and keep the right people.

Sales presentations
Article

Sales presentations

宝贝求我我就停下来,你快一点好不好我快要到了 Many people are nervous when it comes to making presentations - but the right preparation and approach can make all the difference. Our guide.

Writing an effective sales letter - checklist
Article

Writing an effective sales letter - checklist

宝贝求我我就停下来,你快一点好不好我快要到了 There are so many ways to keep in touch with customers or approach new prospects. But a well-written sales letter still has the power to persuade.

Selling in a nice way
Article

Selling the benefits

Successful selling means showing customers how your product meets their needs. Highlight its benefits rather than just describing it.

A small dog sitting on a front door mat with writing on it saying welcome
Article

How to win back old customers

宝贝求我我就停下来,你快一点好不好我快要到了 Keeping sales flowing is a big challenge when people are spending less. Rather than chasing new customers, it can be economical to revisit old leads.

Group of people sat around a table discussing an effective networking strategy
Article

Create an effective networking strategy

宝贝求我我就停下来,你快一点好不好我快要到了 Networking can help you generate new sales leads, deepen connections with existing contacts and learn useful information about your markets.

Man in a white hardhat on the phone while holding a tablet in the other hand
Article

Four ways to get more trade sales leads

宝贝求我我就停下来,你快一点好不好我快要到了 Even if you're flat out, generating sales leads allows you to be choosy about which jobs you take on. Ben Dyer looks at how to increase your leads.

Closing a sale
Article

Q&A: Closing a sale

Sales expert Ian Cochrane explains how to recognise buying signals, overcome objections and close a deal when selling to customers face-to-face.

Article

Q&A: Motivating your sales team

Businesses survive on their sales. So how do you motivate a sales team to ensure you maximise its potential and get the best results?

Buy 1 get 1 free sign
Article

Sales promotion

宝贝求我我就停下来,你快一点好不好我快要到了 Sales promotion aims to provide a short-term boost to sales. While a price cut is one option, we look at alternatives that are more cost-effective.

Shelves containing lots of coloured telephones representing telephone marketing calls
Article

Telephone marketing

宝贝求我我就停下来,你快一点好不好我快要到了 Many businesses use telephone marketing to communicate with customers. Any firm that sells direct usually handles enquiries and orders over the phone.

Article

What to do when a competitor cuts its prices

宝贝求我我就停下来,你快一点好不好我快要到了 Just because a rival has slashed their prices doesn’t mean that you should. They might not have the same reasons as you for considering a price cut.

Two men in suits shaking hands and closing a sale
Article

Closing a sale

宝贝求我我就停下来,你快一点好不好我快要到了 Having the right information about your customers can help to seal a deal. There are four key types of information that can help you make a sale.

Paper chain cutout showing a team of people holding hands on fake grass
Article

Create a team networking culture

Good networking generates sales leads and contacts who can help you develop your business. But how do you get your employees to network effectively?

A barometer showing rain
Article

Create an effective sales forecast

宝贝求我我就停下来,你快一点好不好我快要到了 Sales forecasting is essential for short and medium-term business planning. An accurate forecast can help you manage your cashflow.

Feet with a tag{{}}
Article

Dead men walking

Many firms have them, but few managers know what to do with them - the uninterested employees who contribute little or nothing to your business.

Two employees shaking hands with an agent with paper and mobile devices in the foreground
Article

Dealing with an agent

An agent will act on your behalf to negotiate sales of your products or services. They are often used when selling products in overseas markets.

Two young entrepreneurs have a friendly face to face meeting in a bustling cafe
Article

Face-to-face selling: putting your best foot forward

宝贝求我我就停下来,你快一点好不好我快要到了 There’s nothing more powerful than a face-to-face meeting when trying to win a new customer. Sales expert Andy Preston reveals how to prepare.

Man and a woman shaking hands having negotiated a deal
Article

Five tips for negotiating better deals

宝贝求我我就停下来,你快一点好不好我快要到了 There is almost always a better deal to be had, but how do you go about finding it? Bryan McCrae of Cognitive Sales Consulting offers advice.

Woman holding her credit card in one hand and her phone in the other hand
Article

Four golden rules for making the sale easy

宝贝求我我就停下来,你快一点好不好我快要到了 When a customer wants to buy from you, make it easy for them to complete the purchase. But are things really that simple?

Customer using her card to buy clothes while smiling at the camera
Audio

Getting customers to come to you

宝贝求我我就停下来,你快一点好不好我快要到了 Podcast with Grant Leboff introducing techniques you can use to attract customers to your offer

Four bottles of expensive red wine resting in a wooden crate with hay
Article

How do you market an expensive item?

宝贝求我我就停下来,你快一点好不好我快要到了 There are no quick tricks when it comes to selling expensive products. But with the right marketing you could seriously improve your sales.

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Article

How I landed a big business customer

宝贝求我我就停下来,你快一点好不好我快要到了 How Wilfred Emmanuel-Jones, managing director of The Black Farmer, pursuaded supermarket chains to stock his sausages and other products.

Man wearing a red top and sweatband holding a tennis racket playing tennis
Article

How to perform at the top of your game

The techniques used by sports stars to maximise their performance can also work in business - and help you and your staff get to the top of your game.

Customer holding a chip and PIN machine while using their credit card
Article

How to sell more to your retail customers

宝贝求我我就停下来,你快一点好不好我快要到了 While many businesses put a lot of effort into trying to attract new customers, they risk missing the chance to sell more to existing customers.

Woman in a red top smiling while on the phone having solved a problem for a customer
Article

How to solve problems for your customers

宝贝求我我就停下来,你快一点好不好我快要到了 In order to make sales, we have to understand our customers then ensure we target the relevant potential customers with the right sales messages.

Four employees discussing around a table about how to succeed in sales meetings
Article

How to succeed in sales meetings

宝贝求我我就停下来,你快一点好不好我快要到了 Sales meetings demand many skills and being mindful of the basics can go a long way to ensuring a positive outcome. Read these top tips.

A man and woman having a meeting over a desk about being reliant on a single customer
Article

I'm too reliant on a single customer

Reliable customers are the lifeblood of every business. However, it can be risky to rely on them - if their business flounders, so might yours.

Two men in suits sat at a table negotiating a sale together
FAQs

Negotiating a sale FAQs

The key to successful negotiation is to understand your customers. The more you know about them, the stronger your position will be. Read these FAQs.

Article

Q&A: Sharpen up your sales force

Andy Preston of sales performance training company Outstanding Results explains how training can help you improve the performance of your sales team.

FAQs

Sales presentations FAQs

Ten FAQs on planning your sales presentations, including how to prepare your notes, what can go wrong and how to deal with questions.

FAQs

Sales promotions FAQs

宝贝求我我就停下来,你快一点好不好我快要到了 Sales promotion is a method of increasing sales over the short term: usually a special offer which is available for a limited period only. 10 FAQs.

Article

Sell solutions, not benefits

宝贝求我我就停下来,你快一点好不好我快要到了 Benefits often prevent a salesperson from engaging with the real motivations of the buyer. In fact benefits are no more than an abstract idea.

Article

Selling to big business

Winning a contract to sell to a big company can be just what your business needs, but getting your foot in the door is hard. Here are some tips.

Seven ways to give your presentations maximum impact{{}}
Article

Seven ways to give your presentations maximum impact

宝贝求我我就停下来,你快一点好不好我快要到了 Presentations are crucial in business communication - from industry conferences to pitching to potential clients. Here are seven ways to get them right.

Seven ways to improve your online conversion rates
Article

Seven ways to improve your online conversion rates

宝贝求我我就停下来,你快一点好不好我快要到了 CRO (conversion rate optimisation) is a process of website testing and improvement to make it easier for customers to buy so you make more sales.

FAQs

Telemarketing FAQs

Useful FAQs on using telemarketing for your business, from planning a campaign and deciding on a script to costings and incentivising staff.

A pound sign in ice{{}}
Article

Ten tips for approaching cold leads

宝贝求我我就停下来,你快一点好不好我快要到了 Cold leads are difficult to convert into buyers. So how do you approach a cold lead to give yourself the best chance of making a sale?

Ten ways to win public sector contracts
Article

Ten ways to win public sector contracts

宝贝求我我就停下来,你快一点好不好我快要到了 The public sector spends billions of pounds directly on orders with SMEs. How can you improve your chances of getting a piece of the action?

Article

Turn your customers into your best sales people

宝贝求我我就停下来,你快一点好不好我快要到了 Good customer service can turn customers into evangelists for your product or service, spreading the word and bringing in new business.

Article

Understand body language in business

宝贝求我我就停下来,你快一点好不好我快要到了 Being sensitive to the body language of prospective customers is a useful skill for salespeople if they want to capitalise on selling opportunities.

Article

Using CRM to build customer relationships

宝贝求我我就停下来,你快一点好不好我快要到了 It’s more cost-effective to cultivate existing customers than look for new ones. CRM can help you sell more to your existing customers.

Article

Write a quality statement

宝贝求我我就停下来,你快一点好不好我快要到了 When tendering for a contract, you will have to show that you can be relied upon to deliver the project to the required standard, on time. But how?

Article

Write a winning business proposal

宝贝求我我就停下来,你快一点好不好我快要到了 The difference between winning and losing a contract could be down to the quality of your initial proposal: saying the right things in the right way.

Preparing your sales pitch - checklist
Article

Preparing your sales pitch - checklist

宝贝求我我就停下来,你快一点好不好我快要到了 Selling can be intimidating, but our useful checklist will help your prepare a sales pitch that will persuade the customer, overcome objections and close the sale.

Negotiating a sale - checklist
Article

Negotiating a sale - checklist

宝贝求我我就停下来,你快一点好不好我快要到了 We're not all natural-born salespeople, so we share some simple steps that can help you negotiate better sales.

Don't compete on price
Article

Don't compete on price

宝贝求我我就停下来,你快一点好不好我快要到了 Competing on price threatens your margins and your reputation. Ben Dyer explains why small business owners should avoid price-cutting.