After weeks of trying you have finally landed that all-important first meeting with a new prospect; a prospect with lots of potential. prospect that could help you reach your annual sales quota in one fell swoop! How will you open that first meeting? There’s a lot on the line and if you open the sales call incorrectly you run the risk of losing the sale…fast. The natural tendency for many sales people is to start by talking about their company, their product, or their services. It doesn’t matter how many cases studies or how much valuable information your brochure contains. LinkedIn: [link]. MORE >>

Do you, like many others, have a difficult time getting yourself mentally, emotionally, and physically prepared to begin certain tasks?  Some have a hard time getting “in the mood” to make cold calls while others have trouble getting themselves geared up for a face-to-face meeting. Certainly we can force ourselves to make the cold call even though we’re not prepared or we can make ourselves go through the motions of the job interview or sales presentation even though we know we’re neither mentally or emotionally in the right frame of mind. And they fail time after time. What is a ritual?  MORE >>

Your LinkedIn “teaser” is the short header section which appears at the top of your profile on the site, and includes your picture, name, profession, location, industry and most recent status update. It’s known as the “teaser” because it’s the only section of your LinkedIn profile which shows up when you appear in the platform’s search results and when you contribute to a discussion in one of your LinkedIn groups. The basic rules of optimising your “teaser” for best results include using a professional image of yourself (no holiday snaps please!) Bingo! Regards, Louise. Louise Denny. MORE >>

Why should I be nice to someone who slags me off? says one of your people. Well, that's not an unreasonable question. Let's try to understand the psychology of people who grumble  or worse, complain. Believe it or not MORE >>

Pharma - new challenge, new sales strategy, new sales training. We’ve been in the consultative sales training business for more than 30 years. Over the last dozen or so years, we specialized in sales training for the health care market. Given that short background, let’s do a one-question quiz.  In which segment of the health care market did we have zero clients?  Well, with that hint about consultative selling, you probably got the right answer – pharmaceuticals. Now, we did have initial conversations with a number of pharmaceutical companies.  Doctor’s perspective. Pharma’s perspective. MORE >>