Member Spotlight
Deb Pilgrim helps small business owners start, grow and lead their business, so that they can create the life they want. Read more
What say you?
I’m in this business for:
64% - The long haul
3% - The shortest time possible
32% - As long as I enjoy it
Marketing | Sales strategies
Do you find winning proposals
or selling your product or service a challenge? Here you will find information on how to sell yourself and your
business through various sales strategies including some you might not have thought of, for example entering your business into
awards.
This section also looks at key sales skills that are required in the sales process including negotiation skills,
following
up and how to conduct
effective meetings.
A better way to sell in 2012
16 Jan 12Neil Rackham undertook the largest-ever study of professional selling, observing more than 35,000 sales calls in over 20 countries. Here's what he learned. Read more
Get more clients using Sandwich Selling
09 Jun 11Lucinda LionsThe art of Sandwich Selling has nothing to do with bread, but do it effectively, and you’ll make some serious dough! Read more
Comments: 7Selling strategies: When caginess costs you business
14 May 11Gary ChowYour industry knowledge is valuable and you have every right to protect it. But could withholding information from your customers as a selling strategy actually be costing you business? Read more
Comments: 6Learn to love sales
02 Apr 11Yesim NicholsonIf you hate the process of selling to a potential client, you're about to be let into a huge secret. The reason you hate selling is because your marketing sucks. Read more
Comments: 11Key traits of a super salesperson
26 Feb 11Robert GerrishSales guru, Neil Rackham has done far more than most when it comes to researching and understanding the behaviours of a successful salesperson. In this video interview he points out some key traits to assist us. Read more
Comments: 1Could group buying boost your business?
28 Jan 11Michael SharkeyWould you like to grow your business, increase local brand awareness and have hundreds of new, guaranteed customers – all in a single day? By taking advantage of collective group buying, you might be able to do exactly that. Read more
Comments: 6How to sell in tricky times
18 Nov 10Robert GerrishIn a tough market, determining how to approach sales can be a critical issue. Often we assume it's all about price. Neil Rackham thinks otherwise. Read more
Comments: 5How to close a sale
01 Oct 10Robert GerrishIn this short video, Steve Herzberg shares some great tips with Robert Gerrish on closing the sale. Read more
Comments: 1Get that sale!
22 Jul 09Robert GerrishIn this video I talk with Steve Herzberg. Steve trains the big end of town and as it turns out, his tips are ideal for us soloists. Happily, we snared him as a speaker at Flying Solo LIVE! 2009. Check him out. Read more
Comments: 2Beyond Selling Information
28 May 09Zern LiewThe Information Age has turned the intangibles of Data, Information, Knowledge and Ideas into very real careers and livelihoods for many of us. But perhaps it’s time to look beyond selling information. Read more
Comments: 8How to overcome fear of selling
07 May 09Zoe RouthWhen I started out in business I had a real fear of selling. I thought salespeople weren't to be trusted, and I never wanted to hear 'no' from a prospect. Read more
Comments: 10Nine tips for improving negotiation skills
09 Oct 07Robyn HaydonProfessional salespeople love negotiation, but many soloists are more comfortable doing their job rather than negotiating about it. Here are nine tips for improving your negotiation skills. Read more
Comments: 11Do you recognise buying signals?
11 Jun 07Robert GerrishNow I don't want to cause alarm, but to put this week's story about recognising buying signals in context I need to tell you that I started my working career as a used car salesman. Read more
Comments: 5Six strategies for sales success
17 Apr 07Summer NelsonSales success depends on conversion. If you don't currently track your conversion rate, you will notice an increase in sales just by doing so. People always do more when they are being watched! Read more
Comments: 12Winning proposals: Why was your proposal rejected?
09 Mar 07Paul J. MorrisRejection is always hard to accept, and often potential clients aren't clear why they turned us down. We assume it has something to do with price or their relationship with a competitor. Are these the reasons why we are not winning proposals? Read more
Comments: 7Why to enter your business into awards
09 Jan 07Jess TylerAn original way to get some excellent profile for yourself and your business is to enter awards. Read more
Comments: 4How to conduct effective meetings
04 May 06Robert GerrishMeetings can prove to be either a positive, fruitful encounter...or a total waste of time. To conduct effective meetings, you need to bring clarity and preparation to the table. Read more
Comments: 4Why following up is one of the key sales skills
09 Mar 06Peter GriffinAre you regularly in touch with your clients and prospects? If not you could be missing out on valuable relationship building opportunities, not to mention sales! Following up is one of the essential business sales skills to produce sales growth. Read more
Comments: 13How to sell yourself
26 Jan 06Barb ClewsDo you know how to sell yourself and your business? The key is to be happy promoting who you are, what you do and be clear on the benefits of doing business with you. Read more
Comments: 9Strategic sales plans: Key drivers to increase sales
15 Jan 06Richard Woodward"Increase sales" is the stated goal of many soloists at the start of the year. Having strategic sales plans maximises your chances of securing the business you need to get on track for achieving this year's targets. Read more
Comments: 3When sales leads are slow
24 Oct 05Wendy BuckinghamWhen the generation of sales leads inexplicably dries up, try some simple navel-gazing to unlock the gates back to the good times. Read more
Comments: 1Tips for selling yourself as an expert
31 Aug 05Barb ClewsThose starting out in their solo business often struggle with selling themselves as an expert. It's more common to take on anything and everything regardless of whether it’s exactly what you want to do or not. Read more
Comments: 2Copyright © 2005-2012 Flying Solo Pty Ltd · Web design by Sharkey Media
Small Business is Australia's fastest growing sector – this business community site was created for those running a small business of one to five people. Here the solo and micro business owner will find small business forums, a small business directory, free resources, help, tips and advice on: starting a small business; working smarter when working from home; effective small business marketing; small business networking; the solo psyche; staying balanced as a small business owner; small business technology advice and small business finance tips.
