Richard Stone

How to Identify Creative Sales People

Ever more companies have at their disposal almost identical technology and the same range of products and services. Therefore the critical factor in sales success is increasingly the recruitment of creative sales men. A creative sales man will not stay on... Read >

Tips on Reducing Marketing and Sales Costs

In light of increased international competition, many businesses have concentrated on reducing manufacturing costs. However, according to management consultants, the challenge for sales directors lies in reducing the costs of marketing and sales. It is no... Read >

Managing Difficult Sales people

Sales Managers who are faced with the common dilemma described below are given the following advice by management training experts. Suppose on your sales team you have on your a very talented sales person that you can't do without. The problem is that... Read >

Tips on Introducing Computer Aided Sales Information

Many sales managers really want to try out the idea of CAS (computer aided selling), but only 40% of companies actually use computer assisted sales systems. The planning costs and investment required for the introduction of the associated equipment can be... Read >

How to Improve the Return Rate of Your Written Client Questionnaires

The number of companies who are carrying out home made market research is increasing. To salespeople what is of particular interest on sales training courses is how they can utilise home made written questionnaires to survey their customers. Such surveys ... Read >

Tips on Measuring Customer Satisfaction

Keeping your clients satisfied is one of the most important pillars to a profitable business and as such is a regular topic of discussion on sales training courses. In order to achieve real client satisfaction and superior client relations you need to con... Read >

Tips to Ensure Your Departments Work Well Together

Significant positive effects on the external client service can be achieved with just small improvements in internal customer services. Managers and supervisors must encourage better team work and inter departmental collaboration. This is an important par... Read >

How to Choose a Sales Seminar

Many organisations allow all of their sales team to attend at least an annual sales training seminar. In this way the organisation continues to invest in their sales people on the basis of giving every staff member a slice of the training budget. In a sal... Read >

Increasing Conference Efficiency Using Computer Aided Meetings Systems

A great deal of time is spent by senior Managers in meetings and managing meetings is a popular discussion topic on many senior management training courses. So any tool that can be implemented to improve the effectivness of business meeting is to be welco... Read >

Five Tips to Improve Client Relations

Gaining new clients is becoming increasingly expensive, costing some 5-6 times that of keeping an existing client. For this reason, more and more service and industrial companies are participating in sales training programmes aimed at improving their clie... Read >

Dealing with Complaining Customers

A customer who is complaining is an annoyed customer. Annoyance is a negative emotion and breeds dislike, or in the worst case even fury, toward your organisation. Those involved in telephone sales training know that with every complaint and claim for a f... Read >

How Call Centres Work

Any company wanting to gain new clients and improve relations with existing clients has to improve its communication between company and client. Systematically organised telephone service departments, so-called Call Centres, incorporate user areas such as... Read >

A Systematic Approach to Prospecting for New Customers

Every company needs new customers but it costs 5 or 6 times as much to win new customers as it does to manage your existing accounts. Therefore, it is particularly important that you proceed in an effective and systematic manner when doing this. This sale... Read >

Tips to Alert You That a Customer's Price Sensitivity has Changed

This sales training article covers the different stages of the product lifecycle. Some of the key influencers affecting price policy decisions are discussed. Those in a sales or business development role will find this information useful. The experienc... Read >

Tips on Negotiating

This article looks at some techniques for better negotiation as negotiating is part and parcel of the business world. As everybody knows salespeople, on a routine basis negotiate with purchasers to secure the business but often managers need to bargain wi... Read >