How should I deal with big companies?

8:00AM | Tuesday, 13 August 2013 | Simon Harris

Big businesses got that way by worrying about their margins, not the corner store down the road. Keep this fact in mind when you deal with them.

Do I really need to set sales targets?

4:14PM | Monday, 15 April 2013 | Simon Harris

The root cause of almost every business failure is a lack of sales. Setting targets for yourself and your staff is a key part of making sure your business succeeds.

Should I get in early with Christmas discounting?

10:21PM | Wednesday, 31 October 2012 | Simon Harris

Rather than competing on price, you should look for ways to add value to your products.

How do I motivate salespeople if I’m on a small budget?

10:56PM | Monday, 8 October 2012 | Simon Harris

Generally, you should pay your salespeople a base salary with commissions for sales. However, you should also consider whether they have to generate their own sales leads.

Do I need to change my sales pitch for different audiences?

9:14PM | Tuesday, 25 September 2012 | Simon Harris

While you can use the same slideshow, the way you deliver your sales presentation must be adapted to your audience.

How much of my day should be taken up with sales?

7:05PM | Tuesday, 24 July 2012 | Simon Harris

You need to keep in mind that small business failure is ultimately caused by a lack of sales. After all, no sales means no business.

How do I sell in a business or social networking environment?

6:04PM | Wednesday, 20 June 2012 | Simon Harris

The golden rule is that you don’t. If you try, you will miss valuable business opportunities down the track.

A client is taking forever to reply about a deal. How do I deal with them?

5:05PM | Wednesday, 2 May 2012 | Simon Harris

There’s a polite yet humorous way to deal with this dilemma. The best part is that it will get results.

Are there any really good opening lines you can use in a sales pitch to get the clients’ attention?

3:33PM | Friday, 9 March 2012 | Simon Harris

What I do is start out with an Intention Statement, a simple 30-second phrase that outlines clearly how this session is going to go.

What are the qualities I need to look for in a rookie salesperson?

2:05PM | Tuesday, 14 February 2012 | Simon Harris

One of the biggest indicators of future success as a sales person is their willingness to grow and learn their chosen profession.

Keeping the spring in your step

9:46PM | Wednesday, 7 September 2011 | Marc Peskett

Staying positive, focused and motivated to excel is important if your start-up venture is to succeed. Here are the top five tips for keeping the spring in your step in the start-up years.