This guide will equip you with a 5-step approach to securing design retainer agreements, allowing you to focus on what you do best: creating stunning outdoor escapes for your clients. (Side note: After my first sales call using this process after nearly 20 years of doing it “the old fashioned contractor way “my remark to […]
Customer testimonials are a great way to build credibility with your target market. Neighborhood referral letters juice up the power of a testimonial even more. Follow this 9 step process and you’ll improve your referrals and get great benefits from your most desired customers: 1. During the sales process for a landscaping project be sure […]
When it comes to selling there’s no difference between a baseball player and a salesperson; the one who will bat over 300 or close greater than 30% are those with heart. And for those salespeople representing a product or service with marketing and branding aligned to the sales process,achieving a close rate of over 50% […]
Nearly every aspect of the business development process should be geared towards building a relationship of mutual support with your prospective customers. By taking your focus from the sale and concentrating on your clients’ needs, you’ll send a powerful message of concern and genuine customer care that will earn their trust, their commitment to your […]
An old adage in business states: “It all starts with the sale”. Yeah but, not so much. Long before you’re sitting in front of an interested prospect there is a lot of work that has to be done in order for you to have the opportunity to sit with a person that is more than […]
Your Brand is the result of “Why”. Your employees, the way you operate in the market, your customer service and not to mention your mission statement are all results of “Why”. Why is what you believe, it’s the reason you do what you do. It’s the motivation behind people choosing your product or service; it’s […]
Harvard Business Review, HBR, recently posted a very interesting article on what makes companies successful “Three Rules for Making a Company Truly Great” http://hbr.org/2013/04/three-rules-for-making-a-company-truly-great/ar/1 Their metric was Return On Assets (ROA). They looked at over 25,000 companies from 1966 to 2010. “After repeatedly trying and failing to isolate measurable behaviors that were consistently relevant to […]
I came a across this article in the HBR Blog (Harvard Business Review). Its about true leadership. At Salespeople On Demand generally work with small business owners and although our work is focused on sales, business owners are generally the ones directing the company. Our work helps business owners become leaders.
Salespeople have an insatiable need for leads. Motivated salespeople need a pipeline of leads to support and sustain their livelihoods. Marketing must bring in the right prospects; interested people who are attracted to the company’s brand and are ready to purchase. When branding is true to you and your company’s strengths and the marketing targets […]
If it’s price, you lose. If it’s demonstrating value during the sales call, you and the client win. The only way I know how to demonstrate value on a sales call is to develop a sales process that allows for an honest exchange of information between the prospect and the salesperson. The process should allow […]