There are a number of ways to compensate a salesperson and each way has its pros and cons. Let’s look at the options.
Matthew Parker
If you don’t have a sales plan this week, you have a problem. A 12-week sales plan is a simple solution that can help you stay focused.
Oftentimes, the three most important tasks in your day are the ones that get overlooked. Here is one tactic to solve this problem.
It’s time to get creative and showcase the unique features of your company with a memorable business card. Here are some ideas.
New research shows that customer experience may outweigh price in purchasing decisions. Have you reviewed your customer experience?
Many people just don’t realize how often sales scripts can come to the rescue. Here are seven times when I personally use scripts.
Would you like to win four meetings? That’s exactly what my friend Nick from Seven Hills Chocolate achieved recently. Here’s how.
Many salespeople suffer from a serious problem — they talk too much. Here is what we can learn from out customers if we let them talk.
Having a sales projection that lasts three months can provide great results, and quickly. Here are 5 reasons why every rep can benefit.
You are probably already familiar with the Pareto principle. Just in case, here’s a quick reminder: 80% of the effects come from 20% of the causes. Or, in simpler terms, you achieve 80% of your results from 20% of your work. Understanding and applying Pareto can be especially beneficial to sales planning and activity...
Matthew Parker provides five simple ways to build your business over the coming months.
Have you heard of WIIFM? It’s a phrase I use if anyone tries to negotiate with me. It stands for “What’s In It For Me?” If someone wants me to reduce my price or give them something extra, I always ask how I benefit. It can lead to some interesting conversations! Many people don’t know how to answer WIIFM. That’s why you need to have some answers ready for them...
Many people tell me this is a crazy thing to say. On the face of it, it seems like a strange thing for a salesperson to say. But I am consistently surprised at the results I achieve from it. This is a phrase I use when I’m failing to get hold of a prospect. I've had a response from them before, but now they have gone cold...
As a buyer, one touch is rarely enough to grab my interest. See here for tips on executing a successful sales follow-up.
Most salespeople ask for quotes too soon. I constantly receive calls and emails with a few brief details about a company. This is immediately followed by a request to quote on any projects that I might have coming up. As a buyer, I can react in four ways to this—and none of them are great outcomes...
