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Sue Barrett
News and interviews on Sue Barrett including trends, features, blogs and community conversations from an Australian business perspective.
How do I reward my sales team? Straight commission or salary?
Often sales people don't reach targets because the strategy is not right, their goals are not clear or the marketplace has changed.
Why is ‘cheap’ a false economy?
Understandably everyone wants to save money, especially in these times, however we need to be aware of falling victim to false economy.
I’m not a salesperson but I have to sell. What do I do?
In today's busy market, a competent selling capability isn't a nice-to-have it is an essential business and life skill.
Why ‘everybody lives by selling something’ is key to your success
Enlightened sales people and leaders already recognise that 'product' is only part of the sales process and that selling is actually a 'value exchange', underpinned by real relationships.
How do I distinguish between a genuine buyer and a saboteur?
Asking the client how the proposed solution will help them or benefit them personally will give you a valuable insight into their decision-making process.
How do I deal with client objections?
Utilising your best communication skills, such as focused questioning, active listening and creative problem solving are keys to eliminating objections.
Lead the way
Sadly, too many businesses still consider customers the sole responsibility of sales and marketing. This is just asking for trouble.
Why are questions so important in selling?
Everyone has the ability to be curious. If this has waned in your sales team, hold questioning skill sessions.
What makes customers unhappy?
It is six times more expensive to acquire a new customer than it is to retain an old one.
What does fidelity have to do with selling?
Fulfilling our obligations and keeping our promises are critical to attracting and especially retaining customers.
Do you have the sales force your strategy needs in 2010?
The market and how you intend to apply your strategy will dictate the kind of sales force you need.
SmartCompany's summer reading guide
To help give you a bit of inspiration and brainfood over the Christmas break, we've prepared our annual summer reading guide.
Where is your inner six year old when you need them?
Asking questions implies that you are using 'thinking' as a skill. Thinking requires effort.
Is call reluctance choking your sales effort?
Investing in training and coaching that gives people insight into their specific prospecting hesitations can help overcome selling fears.
Do you have difficult clients or are they just different?
By simply tuning into your customer or colleague you can quickly work out how they like to be communicated with and adjust your style accordingly.
What’s the right incentive scheme for my sales team?
When it comes to sales incentive plans most companies fall down when it comes to designing, executing or building solid foundations.
Should I fire my bad clients?
As we know not all clients are good for your business. Some clients are a wrong fit for your business but could be a good fit for someone else.
Sales is a team effort
As you are training your sales staff in selling skills and processes, make sure they are the right selling processes and skills suitable for your business environment.
How do I create effective sales performance management systems?
The importance of addressing and working with values and explicit behaviours is now much higher on the agenda of many businesses.
