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Coaching for Sales Managers

Coaching for Sales Managers

How are your organization and sales force gearing up for high performance?  How will your team meet and exceed its targets? A sales manager with sales management skills provides the foundation.  However, another step is needed.  To ensure continuously-improving performance, managers must also have the right sales coaching skills to fire up their people. With […]

Comprehensive Corporate Selling

Comprehensive Corporate Selling

There is no activity more vital to the economy’s health than selling. At the same time, there is no activity more dependent on individual initiative than this. For these reasons, companies formulate commission schemes, performance bonuses and other incentive packages. But selling is not just a matter of initiative. It is first and foremost, a […]

Customer-Centered Debt Collection: Turning Receivables into Cash

Customer-Centered Debt Collection: Turning Receivables into Cash

Cash is the beginning and end of any business operation.  Organizations need consistent, positive cash flow to function and grow.  Without it, operations suffer, projects get delayed. Hence, many organizations look at increasing sales.  But sales need to be collected fast enough and converted into cash.  This is where effective debt collection comes in.  The […]

Effective Appointment Setting

Effective Appointment Setting

So your sales people know their products’ features and benefits. They know how to ask questions to tailor their presentation according to their customers’ needs. They even make outstanding presentations. They are armed to the teeth. They are ready… but they can’t seem to get their foot inside the door! They can’t set the appointment! […]

Engaging Customers through Social Media

Engaging Customers through Social Media

Through the years the face of customer service has changed and is continuously changing.  Technology, specifically in the form of social media, has created a wide of variety of platforms for customers to reach us, give feedback, and even share their good – or bad – experiences with all of their friends and followers. Hence, […]

High Impact Selling: Strategies and Skills for Sales Excellence

High Impact Selling: Strategies and Skills for Sales Excellence

In today’s highly competitive business landscape, having a good product or service is not enough to meet and exceed the organization’s revenue targets.  To gain an edge over others, a company’s offerings must be strongly differentiated and clearly communicated by professionals who engage customers effectively and build trust.  Likewise, they must be able to confidently […]

Hiring Excellent Sales People

Hiring Excellent Sales People

How sure are you that the sales person just hired will perform? “But he succeeded in his past organization”… this doesn’t mean he will succeed in yours. “But he had such good communication skills”… selling takes more than just communication skills. There’s too much at stake… It takes a while to find out you’ve misjudged […]

Impressive In-Store Selling

Impressive In-Store Selling

“45% of customers say they are likely to spend more if the sales associate is helpful, according to market research. On the other hand, 18% of customers will walk out of the store if they don’t like the attitude of the sales associate.” Providing Personalized Customer Service National Retail Institute Customers are not only influenced […]

Key Account Management

Key Account Management

Most Sales people manage their account by simply moving from one transaction to the next. They put all their time, effort and talent in closing one deal after another. And they think that for as long as they get an order every month from the account, they’re managing the account right. Then one day it […]

Master Negotiations

Master Negotiations

Fierce competition, cost-consciousness, pressures to maximize and make the most out of business transactions. Salespeople jump to deep discounting far too quickly just to meet their monthly quotas. Even buyers are forced into quick deals by deadlines and delivery dates. Simultaneously, other professionals who also perform negotiations as part of daily business may also find themselves giving […]

Online Selling: Strategies to Reach Out and Connect with Customers

Online Selling: Strategies to Reach Out and Connect with Customers

By now, companies have recognized the power of the Internet to boost revenues.  But the greater challenge: finding practical strategies and easy-to-use tools to reach out to customers – and convert this engagement into actual sales figures. How can companies and individual sales professionals really take advantage of Facebook – which 94% of online Filipinos […]

Sales Attitude

Sales Attitude

Let’s face it…sales is one of the toughest jobs a person can have. It has been said that even the best sales people close 1 out of 2 accounts – yes, that is a conversion rate of 50%! And yet that also means a 50% rejection rate! The market is a battlefield and what every […]

Sales Management

Sales Management

“In various studies, Gallup has observed that the attention of a talented manager will improve a salesperson’s performance by 20%.” Discover Your Sales Strengths By Tony Rutgliano and Benson Smith The Gallup Organization 2004 Is your sales team missing out on the big catch? Are you frustrated that they’re nibbling on the market while competition […]

Sales Persuasion Strategies

Sales Persuasion Strategies

Most sales people would define selling as “convincing others to buy our products.”  The question is: is this just a matter of applying convincing techniques that will move our prospects to buy?  More than skills and techniques, persuasion has to have an overall approach! Convincing prospects is not just a matter of matching what they […]

Sales Presentation Skills

Sales Presentation Skills

Knowledge is useless without the ability to communicate it! Sales people close 33% of their accounts because they connect with right people at the right time. Another 33% is lost due to uncontrollable factors. The last 33% is where salespeople separate themselves from the pack. These accounts are up for grabs. These are where our […]

Strategic Sales Probing

Strategic Sales Probing

“Research proves what the best salespeople have known for years: Sales is about people. It is not necessarily about being liked, but it is about being trustworthy, diligent, consultative and, at the highest level, inspiring.” Discover Your Sales Strengths By Tony Rutgliano and Benson Smith The Gallup Organization 2004 “90% of the sales that fail […]

Telesales Excellence

Telesales Excellence

“Email marketing and telemarketing are both very effective methods of increasing a company’s brand recognition and bottom line sales. The reason being they both use the same principles of a highly personal approach, encouragement of customer interaction and immediate response mechanisms. Therefore it makes complete sense to use these two methods in conjunction with one […]

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