Author Information
Jonathan Farrington
Member since 05th May 2006
Occupation: Business Coach,Mentor,Author,Consultant. Jonathan Farrington is the Managing Partner of The jfa Group To find out more about the author, read his latest articles or subscribe to his newsletter for dedicated sales professionals, visit:jonathanfarrington.com You can also enjoy Jonathan's Blog at: thejfblogit.co.uk
Displaying 1 to 15 (of 38 articles)
17th November 2006
An inspired and motivated workforce is essential for any business that hopes to stay ahead of the competition. But just how do you motivate people? What kind of leadership do people respond to? And how can you improve the quality of leadership in your bus...
Views: 29
17th November 2006
?The winners in life constantly think in terms of I can, I will and I am. Losers on the other hand concentrate their waking thoughts on what they should have done or what they don't do?.- Dennis Waitley
Allowing self-limiting beliefs to constrain per...
Views: 33
13th August 2006
Recent exhaustive surveys suggest that only 5% of professional salespeople reach and remain at the highest level, which we call Level 3. A further 15% attain Level 2 status, but the majority, i.e. a massive 80% remain at Level 1 in terms of potential ach...
Views: 94
06th August 2006
Unfortunately, the task of selling never becomes any easier and as competition continues to intensify, sales people will face issues that can be extremely difficult to deal with i.e. decreased product uniqueness, increased competition within 'safe' market...
Views: 80
06th August 2006
In to-day's highly competitive selling environment, there is less room for apprenticeship, as organisations need to see a swift return on their investment.
Therefore, Sales Directors need to allow sufficient time to enable their investment in training ...
Views: 72
25th July 2006
Pick up a typical report and what words do you find? Verbs like analyse, forecast, plan, assess and schedule, are used in pursuit of organisations that are efficient, productive and predictable. What set of people are required? Obviously, people who are e...
Views: 64
25th July 2006
Failing to focus salespeoples activity reduces efficiency and consequently reduces results, because there is not a salesperson alive that believes they have enough time in their working week to complete all the activities they want to achieve! Time is a h...
Views: 64
23rd July 2006
To increase the revenue and margins of an order by selling products and services at a higher price i.e. up-selling or by selling additional products and services i.e. cross selling, we must be able to prove to the customer that there is something in it fo...
Views: 73
23rd July 2006
Why Review?
Obtaining continual feedback against a set of established criteria is vital if an organisation is to retain its existing top clients and seek to improve its standing and the quality of its service levels to them.
There are at least s...
Views: 47
15th July 2006
A Counsel Interview is a practical approach to dealing with staff problems - and all such situations. Issues rarely solve themselves and therefore it is essential that managers recognise that a problem exists and then solves it as rapidly as possible, bec...
Views: 39
15th July 2006
The Business Development Strategy is used to underpin your main Business Plan and essentially it sets out a standard approach for developing new opportunities, either from within existing accounts or by proactively targeting brand new potential accounts a...
Views: 67
26th June 2006
When a salesperson gains promotion to management the first thing they have to do is to quickly acquaint themselves with a new set of working relationships - and a new set of rules.
The salesperson's primary working relationships are with customers. How...
Views: 70
26th June 2006
Unfortunately most salesmen and women believe that a successful career in sales culminates in sales management, and yet there are of course far less management positions up for grabs than sales positions. As a consequence, salespeople with this attitude c...
Views: 82
16th June 2006
Although there are many qualities necessary to be a leader in a specific situation, these qualities should be common to all.
§ Good Memory
To enable them to recall people's names, and the few essential facts
that are pertinent to a wide range...
Views: 104
16th June 2006
The Exploratory Meeting is a key element in the sales process. Typically the meeting will have been arranged after qualification via the telephone and a decision made by both parties that it would be mutually beneficial to meet. It is the exploratory meet...
Views: 101
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