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WORLD CLASS SALESPEOPLE – WORLD CLASS SALES

When Vilfredo Pareto formulated his famous 80-20 rule in 1900, I wonder could he have guessed that 100 years later his rule would apply to sales in organisations like yours – with about 20% of all salespeople making 80% of all sales.

World Class Salespeople

Research consistently demonstrates that over half of those in professional lack the basic attributes required for success in this difficult profession – attributes that World-Class salespeople possess as natural gifts or develop through training or single-minded focus. Of the remaining half, half of these again have the potential for success in some form of sales, but are currently selling the wrong product or service – leaving just about 25% who sell about 80% of the world’s products and services. Scary.

That’s why it is so key that all those of us with responsibility for driving our businesses forward have a keen understanding of the attributes that make for World-Class Salespeople – so that we can hire more of them. It’s also key if we are to recognise where any struggling salespeople on our team might need training or support.

Run all of your salespeople against this list of the ten attributes that World-Class Salespeople share in common: Continue reading “WORLD CLASS SALESPEOPLE – WORLD CLASS SALES” »

HOW TO USE IMAGES IN PRESENTATIONS

The easiest way to make your speeches and presentations powerful and memorable is to emulate the greatest speakers – use lots of imagery to make your key points.

How to use images in presentations

In the first post of this three-part series we looked at the research that demonstrates the power of imagery in presentations. In the second post you read how to spice up your presentations in “6 ways of lighting up your talks and speeches with imagery”.  In this final post we’ll look at how to go about injecting imagery into your presentations. Continue reading “HOW TO USE IMAGES IN PRESENTATIONS” »

SELLING WITH ‘RETURN ON INVESTMENT’

When times get a little tighter do you ever worry that you might be spending irresponsibly?  So, do your clients!

At times of economic uncertainty purchasers of all products or services, even relatively low cost staples like clothing, buy with a certain amount of caution – ensuring that any purchases they make will directly contribute to the basics goals of all businesses in a tighter economy: a reduction of costs or an increase in income. Continue reading “SELLING WITH ‘RETURN ON INVESTMENT’” »