Niall Devitt Articles

Turning a Business Idea into Real Business - Click To Read Article
Everyone at one time or another has had an idea for what they thought would make a great business, however only a very small few ever end up turning this idea into reality. So what then are the most important bits of turning your idea into a viable business?

The Sales Trainer Debate - Click To Read Article
Skip Anderson has started somewhat of a debate about selling benefits in the forum on Salespractice.com about a video by Grant Leboff, author of Sales Therapy. This video titled “Sales Myth #1: “Sell The Benefits” is described as “pulling the plug on that age-old sales tactic - selling the benefits. “So what’s wrong with benefit selling? Well, firstly, we’ve heard it all before. We’re all sick of salespeople telling us how great their product is. And secondly, we’ve all been let down so much by these false promises that when we hear a list of benefits we just start looking for the catch. Watch Grant Leboff explode the myth and introduce the alternatives — you’ll never try and sell the benefits again”

Ten Reasons to take Notes during Sales Meetings - Click To Read Article
Recording details on paper with the prospect during a sales meeting is a subject that divides a lot of salespeople. Sellers who fall into the “no to note taking camp” will say that note taking can be off putting to the prospect and only serves to stop the prospect from sharing information.I on the other hand am a firm believer in the value of taking notes Here is a list of ten reasons why I believe note taking works.

Sales People spending less than 10% of their time SELLING - Click To Read Article
I got talking to a senior salesperson recently and was gob smacked when he told me about the amount of admin work that he is expected to produce on top of his sales target. He was literally spending half his working week doing paperwork.It got me to thinking that when you consider other unavoidable tasks such as travelling to and from sales meetings , the amount of time that he could possibly be spending in front of prospective clients actually selling must be tiny.

Recession Reality and 15 Simple Strategies for Growing Your Buiness - Click To Read Article
Good businesses principles work regardless of a recession, in fact they probably work even better during a recession because customers are more tuned in when purchasing. Bad business principles are routed out and killed during a recession. This happens to also be good for people who conduct business in the right way.

Recruiting Top Sales Pros is now HARDER, not easier - Click To Read Article
Businesses need to take a step back and consider all the factors before embarking on a course of action. What might seem obvious at first rarely is. Top 5% sales performers can deliver huge ROI. A little investment in one now could be one of the very best ways of combating the downturn

Presentations, 3 Killer Tools for Managing the Fear Factor - Click To Read Article
Fear of public speaking ranks as the number one fear for the general public, even for experienced business or salespeople, having to deliver an important presentation can be extremely nerve wracking. While there is a wealth of available excellent advice on planning and delivering business presentations. This often fails to help, because it doesn’t directly tackle the individuals fear factor.

How to make Cold-Calling work for you. - Click To Read Article
While are some who believe that cold calling is no longer relevant, my opinion remains that if you apply the right approach and techniques, cold calling is still a effective method of generating sales meetings, Here's how.

Guidelines for Men who Sell to Women - Click To Read Article
While there are of course many similarities in how men and women reach purchasing decisions, there are also important differences. From a man’s point of view, the key is to be able to understand what these are and to be aware of them when selling to a woman. The following are some easy to follow guidelines for men who sell to women

Five Fundamentals to Sales Super-Stardom in 2009 - Click To Read Article
The single biggest difference between success and failure is your attitude. While this might be a much talked about concept in all walks of life, the reality is that only a very few actually ever truly get it. Great attitude is the common denominator of success; everything else including talent follows or is learnt. Top sports people have got it, top business people have got it and top salespeople have got it.

Downturn Can-do: Think Upturn Prospects - Click To Read Article
Talking to salespeople, there seems to me to be an air of futility about at the moment, about prospecting for new customers and new business. While It may be easy to find reasons to be despondent, allowing yourself to feel and behave in this way, what ever the evidence is actually counter productive.

CRM for a Small Business - Click To Read Article
A client of mine called me the other day looking for some advice. He owns and operates a small distribution business and as he put it is considering investing in CRM technology with the aim of helping his business through automating his sales and customer reporting.The catalyst event for this call was that one member of his sales team had recently left the company taking with him a long list of contacts and presumably with time customers.

Dealing with Sales Objections: General - Click To Read Article
Today I’m going to start a new series of blog posts about handling and overcoming common sales objections. The title for each post will be “Dealing with Sales Objections” followed by the particular objection that will be tackled as part of that post.

Dealing with Sales Objections: Price - Click To Read Article
This objection is sometimes misunderstood in that when a prospect objects to cost, what the prospect is really objecting to is the value/s he currently perceives related to the cost.

Dealing with Sales Objections: Competitors - Click To Read Article
Competitor related objections often prove to be some of the more difficult objections that salespeople have to deal with. This is borne out by the fact that a lot of sales trainers continue to preach wishy-washy sales advice that merely skims the surface, rather than deal with the issues involved.

Create Business Rapport in an Instant - Click To Read Article
Rapport usually happens at a level that we are unaware of so people will say that they had a gut instinct or a feeling to describe having a good or bad rapport with another person. Statements such as ” I had a good feeling about her” or ” There was something just not right about him” will be used to describe communications such as interviews or sales meetings.

Dealing with Sales Objections: Resistance to Change - Click To Read Article
When I talk here about the ” Resistance to Change” objection I do not mean a competitor objection. I say this because it can sometimes prove very difficult to tell the difference. The prospect may choose to verbalise both objections by giving the salesperson very similar answers i.e. “I am happy with my current supplier”.

Business in 2009 - Do you really need to be a Fortune Teller - Click To Read Article
No know really knows how the overall economic climate will play out over the coming months and possibly years. What we can say is that individual businesses will be defined by the decisions they make and the actions that they take.

Business Blogging, The Lessons of 100+ Posts - Click To Read Article
I recently passed the 100 post mark on my blog.To say that I have learnt a lot in between would be an understatement. To say that I have lots more to learn, would require an even bigger understatement.It has been an enjoyable, frustrating and fascinating experience. I have gained readers; I have gained new customers and best of all I have gained many great new friends.

Are You Selling Your L-Factor - Click To Read Article
This is my article from the new Summer eBook from Top Sales Experts International.It�fs 147 pages and includes articles from some of the foremost sales experts in the world. People like Dan Adams, Keith Rosen, Wendy Weiss , Nancy D. Solomon, Joanne Black, Jonthan Farrington, Paul McCord , Cindy King and Kelly Robertson to name but a few.

4 Advanced Cold-Calling Techniques - Click To Read Article
The better you are able to define your target market and more knowledge you have about the prospect’s business, the greater your chance of success when cold calling.

12 Guidelines for creating Good First Impressions - Click To Read Article
Within the first few seconds of any encounter you are evaluated by the prospect. Your appearance, demeanour and body language all contribute to quickly create a first impression. This judgement happens primarily on a subconscious level and once made is extremely difficult to reverse. The prospect’s subconscious is asking the question “can I trust this person”. Follow these twelve key lessons and learn to influence this judgement in a positive way helping you to make a great first impression.

3 Simple Steps to Using Email as a Sales Tool - Click To Read Article
E-mailing is now undoubtedly the main means of communication between businesses and business people. I would continue to advise salespeople to always try to speak directly to prospects where possible. There are times however that e-mailing is the only available option, so the ability to craft effective e-mails is now a very necessary sales skill.


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