Lead Generation Finding people who can buy. Usually related to good old cold-calling again. Should be the remit of a marketing department but many fail to impress. Level Selling Where people at the same level of each company’s hierarchy talk to each other during the sales process. Link-Sell The

Major Account Can also be known as Corporate or Nominated Accounts. These are opportunities allegedly more complex and important to your organisation. Normally a senior salesrep guards these with the ferocity of a lioness protecting her new offspring. Political antennae are essential accompanied with reams of Documentation. The Man As

Negative Close Put the potential customer off-guard by saying why they would not go ahead. Negotiation An art and science! Once the potential customer has got over the emotional decision to buy, you discuss on what terms they will take your offering. You need to know how to handle negotiating

Objection Not a negative thing! A statement or question from a potential customer that you must address before continuing successfully. Objection Log A list of Objections and how they were handled. Obvious Close Asking for the order straight out. No gloss applied. Offering The product and service you sell for

PA Personal Assistant. Your best friend inside a potential customer. Can be a shield, or maybe a Gatekeeper, but always someone you have to earn the right with and they can make things happen for you. Passion The single biggest most important quality I believe a salesrep must posses to

Qualification Call Determining whether or not the name in front of you is worthy of further attention. Qualify Out Winner salesreps constantly think of removing people from their Forecasts, rather than clinging on to them in vain hope. To Qualify Out is to make your excuses and leave the bid

Rank Selling See Level Selling. Rapport To ‘talk the same language’ as your potential prospect. Identify common ground. You need to Establish Rapport as early as possible. Rate Of Return An accounting term that refers to the percentage of extra money that will come to the potential customer’s coffers.

Sales Cycle The procedures and steps you have taken and will take on a particular deal. Include such as Initial Meeting, Board Presentation and so on. Sand-Bagging Not always advisable, it is the practice whereby salesreps give themselves a little protection for the next sales period by holding back with

Tag-On Close These are the little words at the end of a sentence that encourage a natural ‘yes’ response, aren’t they? Target A salesrep’s total amount of business they must bring in. Telesales Picking up the phone and looking for business. The majority of salesreps start off here.

Up-Sell The practise of proposing more of the same product when a customer asks for it. Typically used in the form of an additional enticement, such as a purchase economy of scale in the shape of a bulk-buying discount – “take an extra one and I’ll give you ten percent