Partners in Performance Blog

Email Persuasion: How to Get Clients to Respond

email

Email persuasion is a hot topic.

Let’s face it. Just like you, your clients are inundated DAILY with an avalanche of emails. And then it starts all over again. Day in and day out.

I consistently hear people ask “How do I get clients to respond to emails?” or if they do respond, “How can I better results from my email communications?”

Writing a great email makes the difference between getting a response, getting a meeting and making the sale. Using persuasive words and phrases is certainly a key … Read More

Top 10 Sales Trends that Dominated 2013

CPSA logoIn a recent survey to my newsletter subscribers, The Canadian Professional Sales Association (CPSA) was identified as the overwhelming favourite online resource for staying up to date on sales techniques. Check out my blog for mentions for other ‘go to’ web resources.

A great example of the good work done by the CPSA is their article 10 Sales Trends That Dominated 2013

All of the trends that dominated 2013 will continue to be important in 2014 and I encourage you to read the article if you haven’t already seen it. Better … Read More

Favourite Websites for Sales Techniques

survey resources for sales tecniquesIn a recent survey to my newsletter subscribers, I had a number of interesting discoveries and I’d like to share one of them with you. In the survey I asked “What are your favourite websites for staying up-to-date on sales techniques?”

Favourite Websites for Sales Techniques: Nearly 50% of respondents said none or not applicable, which either means they may be using web resources but none stand out OR they don’t use web resources and aren’t taking an … Read More

What the Ice Storm Taught Me about Sales Preparation

Preparing for Sales What do sales preparation and preparing for the next big winter storm have in common?

More than you might think, as I have learned!

If you live in Toronto and the surrounding areas, you experienced the wrath of the ice storm during the frigid Christmas holiday season. It was devastating and everyone had their stories.

We live in the country about one hour outside of Toronto and our power was out for 6 days and five nights. We had no heat, … Read More

Sales Follow Up: The One Thing Most Sales People Can Do Better

“It’s all in the sales follow up.” This is the mantra I hear repeatedly from several clients I work with in the financial services industry. The sales person calls on financial advisors and brokers to provide advisory support and promote their financial products.

But without timely, value-added follow up, any opportunities that may have been uncovered in the sales meeting disappear into the ether. Without excellent follow up they don’t ‘land the plane’ and results aren’t achieved. Without doubt this applies to every B2B sales person in every industry.

What I find astonishing is how inconsistently this last critical step … Read More

Sales Call to Action: Closing Mistake #2

When you are closing sales, who is doing the action in your Call to Action? If it’s only you and not your client, you are guilty of committing Sales Closing Mistake #2. And this will cost you sales results.

Mistake #2: Sales Person is the Only One with the Action Step

The Call to Action in sales refers to CLIENT action. In my sales coaching, I observe, far too often, sales people leaving their sales meetings with a list of follow-up … Read More

Sales Call to Action: Stupid Mistakes Smart People Make

Are you converting enough of your sales as fast as you’d like? If not, maybe it’s time to examine what you’re doing with your sales closing strategy and specifically your Call to Action.

Many factors are out of our control when it comes to how long it takes to close business. For example, we have to work with our clients to meet their specific timing requirements. And certainly internal changes in the client organization can cause delays.

But there … Read More

Selling Cycle is NOT One, Two, Skip a Few

When I am driving to a destination, unless I am in site-seeing mode, I plan my route and look for the fastest way to get there. That’s true for many people. But when it comes to selling, it’s astonishing how this simple concept isn’t tackled with the same fervor and consistency.

A client recently told me that the sales cycle for their business is a “long process and it just takes time.” I hear this a lot. In fact, it’s … Read More