by Steve Knapp | Aug 19, 2019 | Sales Execution
When I tell people I’m a Sales Trainer I’m often asked for my top tip when it comes to cold calling so I thought I’d start with the biggest perceived obstacle and that’s getting past the GateKeeper! Are you familiar with the term ‘The GateKeeper“? This the...
by Steve Knapp | Jun 28, 2019 | Business Strategy, Growth Management, Sales Execution
The Sales Mindset Coach – Expert Sales Training in Sheffield! 18 months ago I would never have imagined that The Sales Mindset Coach would be such a lively and busy brand. I expected it to shadow my sales consultancy Steve Knapp Sales, but in actuality it is an...
by Steve Knapp | Feb 24, 2019 | Sales Execution
Research by Harvard Business Review shows that one year after being contacted for feedback, customers were how many times as likely to have opened new accounts? Twice as likely Three times as likely Four times as likely No difference Approaching customers for feedback...
by Steve Knapp | Feb 18, 2019 | Sales Execution
One of these four statistics is false. Which one is it? Our brains can store the same amount of data as 4000 iPhones with 256GB storage. Walking through a door is likely to make you forget what you were supposed to do. We remember about a third of what we hear. Short...
by Steve Knapp | Feb 10, 2019 | Sales Execution
One of these four statistics is false. Which one is it? Best days of the week to call prospects are Wednesday and Thursday. Almost six in 10 buyers want to discuss pricing on the first call. 54% of buyers want to see how the product works on the first call. Successful...
by Steve Knapp | Feb 4, 2019 | Sales Execution
How many questions is the optimal number of questions to ask a prospect when calling them? 1-6 7-10 11-14 15-18 Why does this matter? Whose benefit is it for? What can I do with this information? Structuring your planning so that your sales calls reach a set...
