Articles by Peter O'Donoghue

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By Peter O'DonoghueRecently published1 topic

Sales Training For Service Businesses - Why Should I Use You? - Part 1 of 3

It's not always about sales training. The most common mistake I see with Services marketing is the 'it's all about me syndrome'. All of a company's letters, web site, and networking interactions are all about the company and what you can do. Without being too brutal here, most people do not care! They are not too interested in knowing what you HAVE, DO, or KNOW. They want to know what is in for the them. In the simplest scenario they have a problem and they are looking for a solution. The company that can clearly articulate -r

Primary topic: Sales Training

Sales Training

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By Peter O'DonoghueRecently published1 topic

Sales Training Tip - Most Sales Come Down to Price - Right?

I was at an event recently and one of the scheduled speakers failed to turn up. Never being short of something to say or a desire to help other business owners I volunteered to do a 10 minute 'open floor.' When asked what the most pressing sales challenges in the room were, One of the other attendees put his hand up and said: "Everything else is Fine but I always have trouble closing" Now this is a statement or questio I hear quite a lot. It can be caused because of a number of reasons but I thought we would start at the beginning and asked:

Primary topic: Sales Training

Sales Training

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By Peter O'DonoghueRecently published1 topic

Sales Process - Ensure You Have a Sales Process For Successful Selling

When working with sales people in my sales cinsulting business I am often amazed at the amount of time they spend focusing on the people that are actively interested in their product or service right now. Now don't get me wrong, these are by far the hottest prospects and deserve attention. The problem is it is likely they will be speaking to lots of other suppliers. What you need is a system that works on all of your potential prospects not just your A graders. An example below is how you could handle a telephone call to 4 different levels of prospect - A -C.

Primary topic: Sales Training

Sales Training

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By Peter O'DonoghueRecently published1 topic

One Change in Your Sales Offer Can Make You 30% More Profit Instantly

Using Behavioural economics To Increase Sales In the course of my reading around the subject of sales, I always look to find new and innovative ideas to make a difference to my clients. One of the most fascinating areas that has emerged in the last few years is that of behavioural economics. One of the leading lights of this new science is Dan Ariely and his fascinating book, predictably irrational.

Primary topic: Sales Training

Sales Training

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By Peter O'DonoghueRecently published1 topic

Selling in a Recession Part 1 - Confidence and Escapism

We are faced with uncertain times and many people are fearing the worse about their ability to sell their products and services in his recession. It may not be easy but there are some proven ways that, if you work smart, will guide you in the right direction.

Primary topic: Sales Training

Sales Training

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By Peter O'DonoghueRecently published1 topic

How to Sell the Benefits of What You Sell - How Would You Answer - Why Should I Use You?

Last year I was in the process of selling my House and had invited a number of Estate Agents around to show me why they should be get my business. The process was an eye opener and one that left me totally unimpressed with some of the Agents I met. They were there to sell me on the benefits of why I should place my house on the market with them yet they could not even sell themselves. One Agent even delighted in telling me: "Oh no, I'm not a salesman.

Primary topic: Sales Training

Sales Training

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By Peter O'DonoghueRecently published1 topic

Sales Training Tip - Most Sales Come Down to Price - Right?

It's all about price!! Wrong. Wrong. Wrong. Wrong. And did I say - Wrong! If your attitude and mindset about your products and services before you start the day is: "Well it's a commodity marketplace and everyone buys on price" Then you have lost all chance of making any valuable sale before the day has even started. If you are the company owner or senior sales manager then this is nothing short of criminal. This is the attitude that you feed back to your staff and employees.

Primary topic: Sales Training

Sales Training

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By Peter O'DonoghueRecently published1 topic

Sales Training For Service Businesses - Why Should I Use You? - Part 2 of 3

In part 1, I demonstrated it's not all about sales training. Sometimes sales can be increased by developing your companies uniqueness. Believe me, I know how hard this process is and for some companies they believe they can never find uniqueness. To those I ask "If you can't articulate why you are special, unique and different, then why would I choose you yet alone pay you a premium?"

Primary topic: Sales Training

Sales Training

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By Peter O'DonoghueRecently published1 topic

Sales Training For Service Businesses - Why Should I Use You? - Part 3 of 3

In my previous two articles, available on this site, I looked at how you as a service business can articulate your USP. So how can you pull this all together? If you can develop an angle on your uniqueness and as to why someone should be speaking with you then it should be the focal point of all of your communications, marketing and relationship building. One way of doing this is to develop a Strap Line.This operates by taking complex ideas or concepts down to a simple, easily communicable message. A sales strap line must accomplish 4 things:

Primary topic: Sales Training

Sales Training

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