Sales Articles
Telephone Sales
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Biography
Simon Bell is the benchmark maker of high telephone sales standards. Born into a family of much older children, he quickly learned to engage and build rapport with an audience and manage his interaction in a constantly profitable way. His company, DSA (Direct Sales Accreditation) is the only company in the world to be accredited to deliver a level 5 qualification in telephone sales. Simon is otherwise known as The Sales Call Expert and his website at www.salescallexpert.com is designed to receive your complaints about bad, rude or pushy sales calls.
Email: info@thesalescallexpert.co.uk |
Tel: 0845 423 0423
Some key points from Simon's article:
Motivation – is based upon being willing to “see what happens”
Engage – using “audience specific language” to win permission to build rapport
Build “business rapport” – so you understand the customer’s map of the world
Evaluate – for gauge the most likely out to success
Collaborate - so the customer sees you a trusted future supplier
Download the full article pdf
Carrots come in different varieties......
The 21st century challenge of rewarding salespeople...
Beth Rogers Who Chairs the UK National Sales Board writes
Commission
When it comes to rewards, salespeople are automatically associated with commission. Some salespeople are paid on commission alone. If they don’t sell, they don’t eat.
Rewarding Relationship Building
From the company’s point of view, a simple formula of commission in return for sales may be too blunt an instrument for today’s complex business environment.
Salary + Bonus
Usually, that means salary-based remuneration with bonuses based on a broad portfolio of achievement with customers.
Full article available.
Beth Rogers Chairs the UK National Sales Board and was instrumental in the launch of the National Occupational Standards for Sales. She lectures at Portsmouth Business School and her new book is available from amazon
If you have any questions for Beth call 01202 706 975 or email
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