process
prospect
positively expectant enthusiastic asking questions listening qualifying the opportunity (for both parties) discovering hot buttons (what’s in it for them) building rapport establis...
monthly sales report/forecast (template)
sales dept/team ………….
month …………
This basic sales report/forecast tool is for a small or new businesses which does not yet have a computerised full manag...
Sales Development Model – (more info at businessballs.com)
This model is a simple and cost-effective process to increase sales, esp B2B, by winning new large, profitable customers. It also encourag...
the sales presentation
a professional's presentation...
I have... • • • • • scripted (in writing) my standard presentation(s) outlined my scripted presentation as a guide for the actual scripted (i...
Sales Development Model
This model is an example of a simple selling process, especially B2B, aimed at winning new large, profitable customers. It also encourages the necessary development of the t...
Cost Control/Inventories/Store s
YES NO Comments Cost Control Is there a variance report for all outlets produced every day? Is there a commentary page describing the possible reasons? Are reasons s...
SMART Tasks
skill or ability area
Specific - Measurable - Agreed - Realistic - Time-bound
Name
specific task (what is the task or objective? attach details if appropriate)
measures (standards a...
customers/prospects development and investment priority matrix
customers/prospects (A=best)
A
1 2
B
3
C
A
products/services (A=best)
2 3 4
B
3 4 5
C
Use this matrix to prioritise your custom...
Print
Reset Form
Sales Prospect File
New Prospect Current Client Follow-up Date ___________________ Company Name _________________________ _________________________ _______________ Contact ________...
monthly sales report/forecast (template)
sales dept/team ………….
month …………
This basic sales report/forecast tool is for a small or new businesses which does not yet have a computerised full manag...
monthly sales report/forecast (template)
sales dept/team ………….
month …………
This basic sales report/forecast tool is for a small or new businesses which does not yet have a computerised full manag...
the account review
sales result won || lost sales opportunity 1. 2. 3. 4. What’s the company? What’s the role of my primary contact? What’s the primary contact’s title? What product or service was ...
key decision makers in the news
a tip for selling to businesses
download all 50 ways & places here
Newspaper and magazine articles often quote key decision makers, either about their companies, i...
time-log
name date (and sheet no. if relevant) did you plan to do this now?
activity
start
finish
time spent
notes
This management tool was developed by alan chapman consultancy and you may ...
The Gingernuts story – follow-up exercises. www.younevercantell.co.uk • What are the issues? • What are the feelings of the first passenger? • What are the feelings of the fellow passenger? • What ...