Sales Guides

10 ways to keep customers happy during the downturn
Small business owners will be working hard (and longer hours) to offset the effects of the economic downturn. Whereas customers may have flocked to you during the boom, now you need to go that extra mile to keep existing customers happy, and gain some new ones. Here are some top tips. [February 4, 2009]

Sales promotions - alternatives to price cutting
Increasingly, companies of all sizes, and especially brands and those with a defined image, are aware that price cutting can have disastrous long term effects on both the general public’s perception of the brand and on company profits. Here's how you can win more business by using sales promotions instead of cutting your prices. [January 23, 2009]

How to convert more leads into sales
One of the biggest sales and marketing problems businesses can face is getting people who seem interested in buying something to actually take the plunge and hand over their money. Here are some ideas to improve your sales conversion rate. [January 7, 2009]

Rapport building and product knowledge - the keys to effective selling
Why do so many people and organisations insist on following a script when they are selling? It’s obvious that it’s insulting and it does nothing to build rapport. Here's a guide to generating sales effectively without using a script. [December 19, 2008]

How to keep winning clients during a recession
There are two key things small business owners should look out for throughout 2009. The first is to hang on to the clients you already have. Secondly, get out there and keep winning new clients. Here are some ideas to help you achieve these aims. [December 15, 2008]

Make it harder for customers to walk away
The easiest money your business can get is from existing clients. Someone who has a relationship with you is much more likely to spend money with you again. Here are seven ways you can make it harder for existing customers to walk away from your business: [December 8, 2008]

Improve your sales by understanding the numbers
How to put into place a successful sales model, and how to effectively understand the numbers that affect leads turning into revenue. How to test changes in order to generate more revenue. [October 27, 2008]

Why we fear selling and how you can overcome it
The fear of selling is something which most first time business owners suffer from. In this article we look at what lies behind a fear of selling and what you can do to overcome it. [October 20, 2008]

Turn the credit crunch into a powerful sales tool
Why smaller businesses may be better placed that their larger rivals to profit during a downturn. We look at how you can capitalise on the credit crunch and turn it into a powerful sales tool for your business. [October 20, 2008]

10 tips to maximise online sales over the festive season
As more and more people shop online, web-based retailers are hoping for record sales this Christmas, despite a downturn in High Street retail figures. Here are some tips to maximise your sales over the festive season. [September 11, 2008]

Sales prospects - do you speak their language?
In this guide we look at one of the areas that can make a big difference on results - how we communicate with our prospects and clients [June 17, 2008]

5 ways to get more sales this summer
WIth the UK determined to talk itself into a recession, you should take every step you can to keep your revenue as high as you can now. Here are five ideas to get more sales this summer. [May 30, 2008]

How to sell to the big retailers
If your new business makes a product that you want to sell to the general public, then one of the most important factors in your future success will be great distribution. [April 30, 2008]

Do you know what your sales people are saying to your customers?
Do you really know what your sales people are saying to your customers? Here are some of the common mistakes you must stop your sales people from making, otherwise your customers will desert you. [March 18, 2008]

7 offline ways to publicise your business
Promotional activity in the real world can be just as beneficial for publicising your new web venture. Here are seven proven ways to publicise your new business website. [March 6, 2008]

Cold Calling - Cherry picking your prospects
Cold calling and sales performance expert Andy Preston explains the underlying causes of this ‘cherry picking’ behaviour, suggesting that sometimes the most unlikely call could be the one which results in big business. [September 20, 2007]

Making your first sale - Practical Tips
Some practical advice for new businesses looking to secure that all-important first sale! [June 21, 2007]

Body language - Actions speak louder than words
How you can use your knowledge of body language to build trust and help close your next deal [May 31, 2007]

Cold-calling strategies for success
In the business-to-business world, a well-executed cold call can be one of the fastest and most cost-effective routes to new business - yet most people never learn to do it properly. Here are some strategies to help you succeed. [April 24, 2007]