Simple Sales Tracking Blog

Monthly Sales Toolbox – Top Sales Tips

Here are my top tips for making the most of every sales interview and getting the most out of your referrals.

Never bag the opposition – This goes without saying but we can all fall into the trap of bagging the opposition, but be aware, sometimes this can be a test from the client of your professionalism. If the client comments negatively about the opposition, it is better to apologise for them, “I’m sorry to hear that”, if they make positive comments then agree with them “that’s good to hear, I have heard good things about that company”. This will show that you are a professional and your reputation will grow as a result.

Share the business – The best way to succeed in your business is to help someone else to succeed in theirs. So work with your colleagues from other non-competitive businesses with whom you share clients with to provide market intelligence, and referrals if possible. Grow your networks and align yourself with business people you respect and like. In a small business community it is to everyone’s benefit to work together to help each other achieve more.

Be genuine – find the need – When you walk into a sales interview, remember that your aim is not to make the sale, but to find the need. You need to assess whether the prospect has a need for the product or service you offer. The only party that can close the sale is the buyer, remember too that you are adding value to their business so don’t feel like you are begging for the work, stand by your product and if the need is there it will sell itself.

Be timely – This goes without saying but always be early for your appointments, no more than ten minutes, or else you may make the prospect feel uncomfortable to leave you waiting. The prospect’s time is valuable as is your own, and if you are looking for an ongoing relationship with the prospect, get off on the right foot by being prompt. The same goes for email correspondence, if you can reply to emails the same day you receive them, your clients and prospects will respect your punctuality.

Respect the local market – Most businesses grow to a certain size and start to look outside their backyard for bigger jobs and prospects however it is important not to overlook smaller accounts. Too often in business we rely on a large account to carry us through the financial year but when these accounts fall through or move on as they are prone to do, it is often the smaller jobs that keep us on an even keel.

Hayden Burgess

Hayden Burgess  is a Programme Developer and Facilitator for Sales Impact Group.

Filed under: Sales Techniques and Strategy, , , , ,

Ways to Double Your Sales in 2009

At the January workshop, the question was posed to the group – How do we double our sales income in 2009. The results follow:

1. Invest in training (see me)

2. Join BNI (Business Referral Group)

3. Have a goal – plan and strategy

4. Make more time – measure-measure-measure

5. Self appraisal (post presentation – what did I do right)

6. Increase the average price of the sale

7. Packaging the product with similar products or services

8. Review the marketing – measure-measure-measure

9. Brand awareness – have a focus to create this

10. Feedback to the client – systemize

11. Ask for the sale every time!! – don’t be scared to!

12. Elevating the product presentations

13. Sales Plan with prepared questions

14. Listen for the buying signals

15. Ask for referrals

16. Keep good customer records

17. Sales Systems – prospecting, presentation and sales planning.

18. Watch the Funnel – work your numbers – keep it full!

19. Prospecting existing customers to gain wallet share

20. Continually develop new COI’s

21. Networking – join clubs i.e. Chamber of Commerce to meet like minded people

22. Targeted marketing campaign

23. Allocate specific time for prospecting and planning

24. Improved customer contact with existing customers – 90 day rule

25. Up-selling to existing clients

26. Well developed business plan with defined goals and targets

27. Refine and follow proven sales processes

The real formula to double your income in 2009 is to get every one of your clients to refer another client just like them to you and for you to covert them to a new client – simple isn’t it!

It is only simple if you have a process to follow – develop your systems!

Next workshop is on Wednesday 18 March at 4.30-5.30 at MR Print in Hastings, New Zealand. It does pay to book as we only had three spare seats left at the last workshop.

Remember these workshops are free to current and past clients and those who may be contemplating undertaking training with our company. Clients are welcome to bring guests.

Brett Burgess is a Sales Trainer and Programme Developer for Sales Impact Group Limited.


Filed under: Sales Techniques and Strategy, ,


Simple Sales Tracking is web-based sales CRM software for the tracking, analysis and forecasting of individual and team sales pipeline and contacts.

Built with simplicity at its core, focus is kept on key sales tasks, while eliminating unnecessary ones, helping to ensure buy-in of the entire sales team.
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