IrishIndependent Podcast interviewFeb16 PhotoJo Collins, MD of Sales Performance Consulting & Training and Paul Fagan, MD of Business Coaching Ireland, join presenter Brian Purcell

What is the secret to sales success? Where do most sales people go wrong in the sales process, and how can you avoid these mistakes to convert more sales in your business?

These were just some of the topics for discussion on Independent.ie Ready Business podcast which featured our own MD Paul Fagan.

During his interview Paul emphasised the need for active sales follow-ups on an ongoing basis. “48% of sales leads are not followed up,” he explained.  “And 80% of sales are only completed after 5 or more contacts.”

What works best for companies is to have activity targets for staff rather than financial ones. “Activity targets are easier to achieve,” he says.  “Get focused on what you need to do today to move forwards.  It’s about smaller numbers and smaller timeframes.”

Both Paul Fagan and Jo Collin’s also emphasised the importance of really listening to and paying attention to a client’s needs.

“SMEs love talking about their business,” says Collins.  “Go deeper in your conversation with them; build rapport and trust as the foundations to work on over time, which will then serve the client best.”

Click below to listen to the full Independent.ie Ready Business Show interview on the secrets to true sales success…

Now that you have your sales process perfected, if you would like to learn how to become more effective in your marketing to attract more qualified leads into your business, join us next Friday 4th March at our Marketing For Real Results Workshop. Click Here To Register or call us on 01-891 6220 if you would like more information on this or any of our business training and coaching programmes.

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