Published by Niall Devitt, Btb Business Training

Within the first few seconds of any encounter you are evaluated by the prospect. Your appearance, demeanour and body language all contribute to quickly create a first impression. This judgement happens primarily on a subconscious level and once made is extremely difficult to reverse. The prospect’s subconscious is asking the question “can I trust this person”. Follow these twelve key lessons and learn to influence this judgement in a positive way helping you to make a great first impression.

(more…)

Btb Guest Author: Diane Helbig

Here’s a great article on following up with prospects and clients from Diane Helbig. Diane is a Professional Coach, and the president of Seize This Day Coaching. She works one-on-one and in groups with small business owners, entrepreneurs, and salespeople to help them create successful business development strategies. As a team, they embrace the possibilities.

(more…)

Published by Niall Devitt, Btb Business Training

We all been there, spend hours attending the meetings, given the presentations, prepared the proposal and then after all this personal investment, what appeared to be a certain big deal now starts to look increasingly shaky. It’s happened to every salesperson I know and it’s an emotional roller coaster that we could all do without. Coming to terms with the fact that what looked like the best bit of business you’ve done in months is now a dead duck is one of the hardest asks in the sales game.

(more…)

Published by Niall Devitt, Btb Business Training

In this post I will be dealing with how to effectively rapport build with a new prospect. I will also be looking at some traditional rapport building techniques and why they might in fact be damaging your overall sales approach. I am not going to be dealing with body language and subconscious communication techniques which I will look at in a later post.

(more…)

Published by Niall Devitt, Btb BusinessTraining

Salespeople often complain about their sales targets so first let’s start with stating some realities about targets

1. Sales targets should never be easy to achieve but should always be achievable.
2. Sales targets don’t take account of unforeseen events such as sick days etc
3. Sales targets are hit as a result of good planning and doing the correct activities at the right time.
4. Not planning for how you intend to hit your target is planning not to hit target.

(more…)