Steve Hasenmueller continues his series on improving sales performance… The Sales Process consists of the basic steps necessary to develop an effective strategy and system for sustainable and successful sales achievement. To be able to simplify anything, we have to understand it completely, especially if it is complex. A process is a series of steps […]
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Part two of our look at sales insightsā¦ Why do some people acquire basic sales skills but never develop further, either Flatlining or Flaming out? I think there are a couple of reasons: the most optimistic is that Sales Delegates are unaware of the existence of the different levels of skill development, the importance of […]
Part two of our top tips on overcoming sales obstacles… Following on from part one on this topic, these guidance points are designed to identify and overcome sales obstacles in our day-to-day working lives. In part one we talked about a closing ratio of around 50% and what it takes to achieve this and higher […]
Part one of a look on how to overcome sales challengesā¦ Identifying the obstacles that keep us from achieving sales success is critical to figuring out how to overcome them. I define sales success as a 50+% closing ratio and continually building a network of referrals from satisfied customers. This takes a lot of understanding […]
In the latest of his on-going series, Steve Hasenmueller offers some vital adviceā¦ There are a lot of great books, articles and information, with varied techniques, on the importance and mechanics of annual Goal Setting: SMART (Specific/Measurable/Achievable/ Realistic/Time Bound); OKRās (Objectives as measured by Key Results); HARD (Heartfelt/Animated/Required/Difficult); WOOP (Wish/Outcome/Obstacle/Plan), etc. In my personal experience, […]
A global business development expert, Steve Hasenmueller urges us to Embrace the Effort… Everyone in sales wants to sell more and selling āmoreā normally comes down to our Efforts and our Effectiveness. Iāve always asserted that when you zoom way out ā a salespersonās job basically boils down to two things: #1 ā Building Value […]
In the first of a new business development series, Steve Hasenmueller offers an unmissable insight into boosting your sales performance Sales at its worse and lowest level is manipulation, at its best and highest level, Influence. In 1984 a psychologist named Robert Cialdini wrote what at that time was a breakthrough and seminal work: āInfluence […]
