Colly Graham Articles

Guest post by: Colly Graham
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Asking the Right Questions

By asking the right questions, you can learn how to elicit the outcomes or results the customers are seeking. The previous exercise told us how they bought in the past; this exercise will help us discover how they will buy in the future.When your customers are thinking about buying something, they try to imagine themselves with your product or service in the future. They image the possible outcomes or results of using the product or service.These images are influenced by past experiences customers have had with similar products or services. They are also influenced by the present – what they want and think their needs are.

Is Your Sales and Marketing Aligned?

A hundred years ago the term marketing was unfamiliar. Sales were the only game in town and it incorporated everything we now call marketing. The Chartered Institute of Marketing was originally called The Incorporated Sales Managers’ Association. Marketing as a discipline has its roots in sales. Over time, with the new science of marketing, sales and marketing became estranged. Philip Kotler, Neil Rackham and Suj Krishnaswamy said in a Harvard whitepaper entitled ‘Ending the War Between Marketing and Sales,’ “Salespeople accuse marketers of being out of touch with what customers really want or setting prices too high. Marketers insist that salespeople focus too myopically on individual customers and short-term sales at the expense of longer-term profits.

Lead Generation – Getting New Business

Lead generation is one of the most critical challenges facing companies in today’s business world. Business’s often live with the hope that if they build it, customers will come. But in today’s economy, it takes a lot more than hope to get people to purchase your products or services. New business-building practices are a must if you want to expand.

Solution Based Selling - Become a Doctor and Do a House Call

Often poor qualifying is the reason many sales fail. You need to act like a doctor and do a house call.

Sahrpen Your Sales Skills - Selling in a Recession

Once people believe there is going to be a recession they start to feel negative about their selling prospects. Do you have a clearly defined Sales Strategy?

Sharpen your sales skills - Selling in a recession

Once people believe there is going to be a recession they start to feel negative about their selling prospects.

Action Sales Management Coaching

Have your people set specific goals and connect with them regularly to maintain accountability.

Building a Steady Flow of Customers

Question: “I have just started a small business, how can I ensure I get a steady flow of customers for my business?”

Selling in a Recession

With all of this talk of recession is that once people believe there is going to be a recession they start to feel negative about their selling prospects. Do you have a clearly defined Sales Strategy?

Field Sales Training Accompaniment

The purpose of the field sales visit is to review and analyse performance of the sales person – to observe performance, to catch them doing something right and to correct and retrain where needed.

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About the Author: Colly Graham

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Colly Graham CEO of salesxcellence After graduating from college, Colly entered the field of accountancy however after five years decided to change his career direction in sales. First working for a Fortune 500 company in fast moving consumer goods, his career progressed from selling capital equipment, financial services to internet services, with a wide management experience in both telephone and field sales, concentrating on the recruitment, training and development of sales people, in this role he gained experience in designing and building a number of successful sales teams. Colly brings thirty years of practical experience of selling and his ability to empathize with sales people and establish immediate rapport and credibility as a trainer, (the accolade Colly receives from most sales people is “that he has carried the bag”). A licensed practitioner of NLP Colly trained with Richard Bandler in 1998. When I entered the field of sales, back in 1969, with local franchise holder for Pepsi Cola because of my lack of knowledge of any selling skills I set a goal, to one day, start my own training company. As my career in sales progressed becoming a sales manager, group
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More from Colly Graham
Selling in a Recession
Buying the Benefits
Presenting the Solution
Coaching Action Plan for Sales Managers
Coaching the Sales Person

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