Tag: Getting the edge in Professional Selling

Over the Christmas period, I was wandering around in one of the city’s many shopping malls browsing for gifts for the family. My daughter...

Proficient and capable salesmen are difficult to find and even harder to hold on to. The cost of recruitment is significant. We have recently...

BUSINESS TODAY is more competitive than ever. Few companies enjoy the luxury of being the sole provider of a product or service. Indeed, as...

THERE are no shortcuts to effective selling. Practice, experience and training all help the professional improve his ability to close sales against strong competition...

AS a schoolboy, I captained my school’s “B” side field hockey team. I would be the first to agree that I was a lousy...

MANY PEOPLE HAVE, at some stage in their lives, made a major purchase. Casting our minds back to the acquisition of a big-ticket item...

PRICE NEGOTIATIONS can be costly and should always be undertaken with caution. Each price concession nibbles away at margins until the item is no...

TIME is a commodity we can’t afford to waste. It seems we’re all busy trying to get more out of the available hours in...

SOME YEARS AGO, I had a job liaising with a well-established firm of consultants. Our organization was buying into a multi-million dollar communications system...

Getting the edge in professional selling Terence A. Hockenhull I THINK it would be fair to say that more people are involved in sales than almost any...

WHEN selling high-value or high-tech products, it is not unusual clients often ask for and expect an equipment demonstration or trial installation. This is...

Getting The Edge In Professional Selling Terence A. Hockenhull THE TELEPHONE can be effectively used to support a sale; but its effectiveness in conducting a “full...

Getting The Edge In Professional Selling Terence A. Hockenhull IF YOU DON’T ask questions, you show a lack of interest in your customer’s problems and needs....

Getting the edge in professional selling Terence A. Hockenhull Every salesperson knows he should be asking questions; sadly, very few drive their sales calls with effective...

Getting The Edge In Professional Selling Terence A. Hockenhull THERE IS A tenet of selling that states that objections are a good thing because they show...

Getting the edge in professional selling Terence A. Hockenhull AS THE VALUE of a purchase increases, customers become increasingly concerned about wasting money, buying the wrong...

Getting The Edge In Professional Selling Terence A. Hockenhull IMAGINE WALKING into a doctor’s office and sitting down in front of a physician. Before you start...

Getting The Edge In Professional Selling Terence A. Hockenhull SELLING MEANS different things to different people. Certainly the orientation of the customer is very different to...

Getting the edge in professional selling Terence A. Hockenhull “SALESMEN ARE WINNERS.” “You’re a Champion.” “Yes, you can do it!” All perfectly good slogans for...

A DEFINITION of “selling” found on the internet reads, “Give or hand over (something) in exchange for money.” Is this really what it means?...

Getting the edge in professional selling Terence A. Hockenhull I DISCUSSED sales collaterals and made the point that they rarely play any significant role in winning...

Getting The Edge In Professional Selling Terence A. Hockenhull A DEFINITION of “selling” found on the internet reads, “Give or hand over (something) in exchange for...

Getting the edge in professional selling Terence A. Hockenhull I DISCUSSED sales collaterals and made the point that they rarely play any significant role in winning...

Getting The Edge In Professional Selling Terence A. Hockenhull Last month, I conducted a review of our sales collaterals. 2016 saw us give away umbrellas, coffee...

Getting The Edge In Professional Selling Terence A. Hockenhull LARGE COMPANIES which carry hundreds of different items will often task individuals to sell specific lines or...

Getting the edge in professional selling Terence A. Hockenhull Nowadays, few companies engage in cold calling. In most cases, this strategy fails to provide the necessary...

Getting The Edge In Professional Selling Terence A. Hockenhull LAST WEEK, I discussed how complex sales which offer big rewards require a significant investment in terms...

Getting The Edge In Professional Selling Terence A. Hockenhull THE SALESPEOPLE I deal with on a day-to-day basis handle a diverse range of products and sell...

Getting the edge in professional selling Terence A. Hockenhull THE ONEROUS RESPONSIBILITY of invoicing clients and collecting payment often falls to the accounting department. Yet it...

Getting The Edge In Professional Selling Terence A. Hockenhull A SALES FORCE tasked with increasing sales by an additional 20% within a relatively short time frame...

Getting The Edge In Professional Selling Terence A. Hockenhull IT IS ALL too easy to come back from a sales meeting that has not gone well...

Getting the edge in professional selling Terence A. Hockenhull Most salespeople like to think of themselves gregarious and outgoing by nature. They display a high degree...

Getting The Edge In Professional Selling Terence A. Hockenhull LAST WEEK, we talked about developing presentations, the importance of knowing your audience and whether the purpose...

Getting The Edge In Professional Selling Terence A. Hockenhull OVER THE LAST couple of weeks, I have been bemoaning the fact that it is proving...

Getting the edge in professional selling Terence A. Hockenhull I recently wrote about setting call objectives and planning a successful outcome to a sales call. The...

Getting The Edge In Professional Selling Terence A. Hockenhull I AM A great advocate of sales call planning. As they say, “Prior preparation prevents poor performance!” Yet few...

Getting the edge in professional selling Terence A. Hockenhull THINGS OFTEN go wrong on major projects. The best will in the world is not going to...

Getting The Edge In Professional Selling Terence A. Hockenhull SOME YEARS AGO in Hong Kong, a salesman selling me an insurance policy decided it was time...

Getting The Edge In Professional Selling Terence A. Hockenhull “BAD PRESS” constantly barrages people who choose sales as a career. As a result, many people think there is...

Getting the edge in professional selling Terence A. Hockenhull ONE OF MY all-time favorite questions to ask during in a sales call is, “In a perfect world’...

Getting the edge in professional selling Terence A. Hockenhull No business will be successful without customers.  Through investment and hard work, established companies build a solid...

Getting The Edge In Professional Selling Terence A. Hockenhull THERE’S NO SUCH thing as a second chance at a first impression. No question about it, a...

Getting the edge in professional selling Terence A. Hockenhull I’VE BEEN ON the rampage over the last couple of months. The company I work for offers...

Getting The Edge In Professional Selling Terence A. Hockenhull I AM FREQUENTLY asked about the cultural aspects of selling. Is there anything different about selling in...

Getting The Edge In Professional Selling Terence A. Hockenhull I HAVE BEEN in the Philippines long enough to appreciate that personal relationships count for a great deal. This...