sales

A Guide to Making and Presenting the Perfect Sales Presentation

A Guide to Making and Presenting the Perfect Sales Presentation

For many business people, the idea of delivering a sales presentation can seem more like an ordeal than an opportunity. Standing up and speaking in front of a large audience is never going to be the most relaxing of experiences. But the rewards a good presentation can offer your business far outweigh the discomforts of public speaking. The chance to talk about the benefits of your offering in detail to a captive and interested audience isn’t once you should pass up, and if you prepare well in advance, you can teach yourself to avoid any pitfalls and relish the experience of selling your business on such a large platform. This guide will help you to carefully plan and structure your sales presentation to ensure you deliver it confidently, ready to handle any questions thrown your way. What ... »

How to Develop a Sales Strategy for Your Small Business

How to Develop a Sales Strategy for Your Small Business

Every business needs to develop a good marketing strategy in order to succeed, but good marketing is not an end in and of itself. Rather, it should act as the basis for further development – for planning and implementing a strategy of selling to your customers. Read this guide to find out more about establishing a tailored sales strategy, forecasting, managing a sales team and how to measure performance. How do I plan my sales approach? The first crucial step in any sales strategy should be identifying your target market. Find out as much as you can about your customers – their needs, their preferences, and when, how, and where they buy. Keep a track of market trends, and establish who the key influencers and decision makers are in any business you are selling to. Once you know who you sho... »

How to Manage Your Sales Team

How to Manage Your Sales Team

It’s not easy being a salesperson. They commonly operate in a high-stress environment, where rejection and frustration are par for the course. Finding people who are suited to this environment is essential, but so is your ability to organise and motivate them effectively. To do so, you need a proven recruitment process and system of support. In this guide we cover the essentials for finding and recruiting good salespeople, organising your team and training and motivating your staff for success. What should I be looking for in my salespeople? What makes a good salesperson depends on a number of factors. Principally, they need to be able to sell in the manner that you want them to, based on the demands of your business and the market it operates in but there are also a range of more generic ... »

Ecommerce Sales Shows SME Sector Strong in Q4 2010

The quarterly online sales survey conducted by ecommerce specialist Actinic reports a 12% increase in revenue in the three months to 31 December 2010 when compared to the same quarter in 2009. The Q4 2010 Actinic survey of small and medium businesses selling online, also shows that the average number of orders processed by each merchant increased 10% when compared to Q4 2009. Christmas had a positive impact on the average number of orders processed with 13% more in the fourth quarter when compared to Q3 2010. In addition respondents reported their average shopping cart value increased slightly during the period from £67.30 in the fourth quarter 2009 to £68.90 in the same period in 2010. E-tailers reported that the early snow placed extra pressures on their customer service operations as pe... »

6 Traps to Avoid in Social Networking

If you want to get an idea of the growing impact of social networking, just type something like “Facebook growth graph 2010” into Google. With more than 450 million (and counting) active users, as a marketer it’s hard not to be excited about the potential. Adding to the impression that this is a field that matters, Twitter has reached over 100 million social activists, increasing by 300k per day. YouTube is another hot spot, with yet another case of extraordinary growth. The great strength of social networks is that they work the way we humans do. They succeed by conversation and interaction and this explains their rapid growth. This is all great theory, but it’s important for businesses to understand this principle in order to avoid the tank traps that lie in wait. If you indu... »

A Small Business Guide to Increasing Sales

A Small Business Guide to Increasing Sales

A business may want to increase sales either to overcome a problem in the short term or as part of the planned growth of the business in the longer term. This briefing contains tips for increasing sales in both these situations. It covers: diagnosing the cause of problems in the short term increasing sales in the medium to long term a range of possible solutions to increase sales Recognising the need There are usually two kinds of situation in which you need to increase sales. In the short term – you are reacting to a problem, such as the loss of one or more customers, decline in a market or the arrival of a new competitor. In the medium to long term – you are taking a more considered and deliberate approaches as part of planned growth of the business. The approaches you take w... »

Making a Sales Cold Call

To any business at any stage, sourcing new sales leads and recruiting new customers is crucial. Cold calling potential customers is one way of generating new business. It’s a direct marketing method that can also be a highly cost-effective sales tool. Use our checklist before you pick up the phone. You will need: A quiet place and suitable equipment Prospects’ list Introduction/script Product/service information on hand A call to action Follow-up plan Things to do Reserve a room or quiet area. You need somewhere to make calls where you can concentrate and where you won’t be interrupted. If you can, use a hands-free set to make taking notes easier and cut down on the risk of neck injury. For information on good phone posture, visit the Health and Safety Executive website. ... »

Christmas Shoppers

Retail sales fall for second consecutive month

UK retail sales have fallen for two consecutive months for the first time in 13 years, leaving retailers anxious for better Christmas sales, according to the British Retail Consortium (BRC) Their research found that total sales were down 0.4% in November from a year earlier, following a 0.1%decline in October. It was the first fall in overall sales for two months in a row since the BRC survey was first conducted in 1995. BRC director general Stephen Robertson said: “Retailers will be hoping that customers have been putting off Christmas shopping — not cancelling it. With money tight at the moment shoppers can take advantage of the extraordinary level of deals, offers and promotions. The recent VAT and interest rate cuts may also provide some stimulation.” However, BRC spo... »

The Sales Letter

The Writing Process Put as much effort into the letter as you did into the brochure. Research shows the letter is usually the 1st thing people read. Get it right and people will read and keep your information. Get it wrong and they won’t. Know your customers If you don’t know about your market, their needs and anxieties you will not know "which buttons to press" and your response will be minimal. Reread and re-edit Never send your 1st draft. Put it in an envelope, leave it for an hour or even a day, reopen it and reread it. Ask other people to read it. Think of a couple of customers you know well and try to imagine their reaction to your letter. Your 3rd draft will be a great improvement over the 1st. The writing style It is no good just providing interesting informat... »