Peter O'Donoghue
MBA
Free
Sales Training Expert
Peter O'Donoghue Quick Facts
- Main Areas
- Business to Business Sales,
- Career Focus
- Sales Trainer, Speaker, Author
- Affiliation
- ISMM - Institue of Sales and Marketing Management
Hi, I'm Peter O'Donoghue and I am a sales expert. I run the succesful sales training company, Sales DNA. We focus on business to business sales training and giving salespeople and business owners the skills and confidence to sell more.
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Article
Negotiation Techniques - Don't let the number 1 reason for failure get you!
Negotiation Techniques - How to Win by Not Negotiating Against Yourself Negotiation and Negotiating Skills are some of the most sought after sales training courses. People seek out negotiation tips, negotiating strategies and scour the web for processes to win against the 'other' person in a negotiation. It may come as a surprise to you but your own worst enemy in a negotiation is yourself.
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Can you answer the seemingly easy sales question - Why should I use you?
Last year I was in the process of selling my House and had invited a number of Estate Agents around to show me why they should be get my business. The process was an eye opener and one that left me totally unimpressed with some of the Agents I met. They were there to sell me on the benefits of why I should place my house on the market with them yet they could not even sell themselves. One Agent even delighted in telling me:
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How to Sell the Benefits of What You Sell - How Would You Answer - Why Should I Use You?
Last year I was in the process of selling my House and had invited a number of Estate Agents around to show me why they should be get my business. The process was an eye opener and one that left me totally unimpressed with some of the Agents I met. They were there to sell me on the benefits of why I should place my house on the market with them yet they could not even sell themselves. One Agent even delighted in telling me: "Oh no, I'm not a salesman.
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Sales Training For Service Businesses - Why Should I Use You? - Part 1 of 3
It's not always about sales training. The most common mistake I see with Services marketing is the 'it's all about me syndrome'. All of a company's letters, web site, and networking interactions are all about the company and what you can do. Without being too brutal here, most people do not care! They are not too interested in knowing what you HAVE, DO, or KNOW. They want to know what is in for the them. In the simplest scenario they have a problem and they are looking for a solution. The company that can clearly articulate -r
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Sales Training For Service Businesses - Why Should I Use You? - Part 2 of 3
In part 1, I demonstrated it's not all about sales training. Sometimes sales can be increased by developing your companies uniqueness. Believe me, I know how hard this process is and for some companies they believe they can never find uniqueness. To those I ask "If you can't articulate why you are special, unique and different, then why would I choose you yet alone pay you a premium?"
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Sales Training For Service Businesses - Why Should I Use You? - Part 3 of 3
In my previous two articles, available on this site, I looked at how you as a service business can articulate your USP. So how can you pull this all together? If you can develop an angle on your uniqueness and as to why someone should be speaking with you then it should be the focal point of all of your communications, marketing and relationship building. One way of doing this is to develop a Strap Line.This operates by taking complex ideas or concepts down to a simple, easily communicable message. A sales strap line must accomplish 4 things:
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Negotiation Techniques - How to Win by Not Negotiating Against Yourself
Negotiation and Negotiating Skills are some of the most sought after sales training courses. People seek out negotiation tips, negotiating strategies and scour the web for processes to win against the 'other' person in a negotiation. It may come as a surprise to you but your own worst enemy in a negotiation is yourself. Some people seem to spend hours seeking out the magic words that will help them win in any negotiation yet fail to look to see what they or their employees are doing wrong.
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Selling in a Recession Part 1 - Confidence and Escapism
We are faced with uncertain times and many people are fearing the worse about their ability to sell their products and services in his recession. It may not be easy but there are some proven ways that, if you work smart, will guide you in the right direction.
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Sales Training Tip - Most Sales Come Down to Price - Right?
It's all about price!! Wrong. Wrong. Wrong. Wrong. And did I say - Wrong! If your attitude and mindset about your products and services before you start the day is: "Well it's a commodity marketplace and everyone buys on price" Then you have lost all chance of making any valuable sale before the day has even started. If you are the company owner or senior sales manager then this is nothing short of criminal. This is the attitude that you feed back to your staff and employees.
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Sales Training Tip - Most Sales Come Down to Price - Right?
I was at an event recently and one of the scheduled speakers failed to turn up. Never being short of something to say or a desire to help other business owners I volunteered to do a 10 minute 'open floor.' When asked what the most pressing sales challenges in the room were, One of the other attendees put his hand up and said: "Everything else is Fine but I always have trouble closing" Now this is a statement or questio I hear quite a lot. It can be caused because of a number of reasons but I thought we would start at the beginning and asked:
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Do You Always Have Trouble Closing Sales?
I was at an event recently and one of the scheduled speakers failed to turn up. Never being short of something to say or a desire to help other business owners I volunteered to do a 10 minute 'open floor.' When asked what the most pressing sales challenges in the room were, One of the other attendees put his hand up and said: "Everything else is Fine but I always have trouble closing" Now this is a statement or questio I hear quite a lot.
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Sales Training - How is Your Cold Calling Attitude?
The way You approach cold calling will have a big impact on the success You have. If you're constantly saying to yourself "They won't be in" "They will be in a meeting" "They will have just come back from lunch" "They won't want to talk to me" "They are probably happy with their existing supplier" "Their project won't be ready yet" "They probably already have what I am selling" "No one works on a Friday afte oon" "No one will be in at that time of the morning"
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Contacting Peter O'Donoghue
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