Secrets of Sales Success

What does it take to succeed at sales and in the digital age is there still a place for person-to-person sales processes?

These were just some of the topics we discussed on Independent News & Media’s, Ready Business podcast with myself, Jo Collins, MD of Sales Performance Consulting & Training and Paul Fagan, MD of Business Coaching Ireland, joining presenter Brian Purcell.

“48% of sales leads are not followed up,”.  “And 80% of sales are only completed after 5 or more contacts.”

 Ensuring sales success is about listening and paying attention to a client’s need.

SMEs love talking about their business.  Go deeper in your conversation with them; build rapport and trust as the foundations to work on over time, which will then serve the client best

‘Passion over skill’ was the underlying advice from the panel.  You can train the skill but if someone doesn’t have the passion or drive in them then all the training in the world won’t mean a thing.