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Nick Bladock

 

News / Blog (page 2)

When Objections Are Lies, and When They’re Not

As a sales person, do you ever wonder if prospects lie? The difference between outright lies and simple objections has as much to do with context as anything else; and if you assume it to be the former when it’s the la

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Selling by Walking Away

A Law is something that is always true. No exceptions. Do you remember Newton’s Laws of Physics? As a salesperson it is vital that you do or you will be missing out on plenty of sales

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Should I let you think it over?

Why do prospects need to think it over? After all your questions and a great presentation, it is a no-brainer. Be warned 60% of the time people will stay with the status quo unless you have some answers

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Selling: What’s the Question?

There are many different approaches to asking questions as a sales person. If one of them helps you more than the others, does it matter? If efficacy is more important than style, maybe you only need two types of questio

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The Five Most Common Mistakes Salespeople Make and How to Avoid Them

Simple sales mistakes, errors could be costing you a fair number of sales. It is easy to overlook these five things that many in sales have never thought about…

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How not to blow the first few seconds

It can take as little as seven seconds for a prospect to make up their mind as to whether they like you or not. The chance to make a good first impression rarely happens twice…

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The Top Five Sales’ Challenges for 2016

If you search for the top sales’ challenges then you’ll get a list as long as your arm. Here are the top five. You ignore these at your peril.

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When do you give up on a prospect?

Winning new business isn’t always easy and it isn’t always quick. How do you know when it’s time to give up?

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Turning Sales Targets into Activity

Most salespeople are set sales targets. Targets are typically end results and often a simple focus on the end goal is not enough to succeed. How do you know exactly what to do to hit the target?

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Is it a good idea to WE on your prospects or customers?

Too often when in conversation, in sales support literature and in emails, sales people WE all over their prospects and customer even though they are doing the benefit plug. Being WEd on is a real put-off – sto

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