General

  • art79

How to prevent the dreaded VPS!

Have you ever had a sales opportunity that you were convinced was a certainty and then the prospect disappears off the planet? You know, when they are too ‘nice’ to tell you NO? The technical term is ‘Vanishing Prospect Syndrome’ or VPS for short! I am sure we have all suffered VPS before. The symptoms are common. Periods of mild depression at not hearing anything from the prospect. This then [...]

  • a red pawn surrounded by many of blue ones

Sales Terminology: Unique Selling Point

Unique Selling Point (USP) is a bit of jargon that is banded about a lot. It is something than many are aware of but few really understand. They know they should have a USP and yet they are not quite sure what one is and how to get one. Others have a go and end up with something that is a little wide of the mark. In this article I [...]

  • client development golden geese

Closing the sale – garbage in, garbage out

Focusing on quality sales leads will not only make closing the sale easier; you will need less of them and clients tend to spend more, refer more, and be easier to work with. If you want to simplify closing the sale so that you are helping your client to buy rather than having to get pushy then then here are 4 things you need to look out for: A good [...]