Privacy & Cookie use • This privacy and cookie use
policy sets out how the owners of CAMBRIDGE BUSINESS
GUIDANCE use and protect any information that you give when
using this website.
We are committed to ensuring that your privacy is protected. Should we ask you to provide certain information by which you can be identified when using this website, then you can be assured that it will only be used in accordance with this privacy and cookie use policy.
The cookies we use on this website are 'tracking' (Google Analytics) cookies so that we can understand and analyse how people access and use the website. The tracking cookies do not collect personal data about you and they cannot identify you as an individual. Any data collected about your visit to this website is anonymous.
Google Analytics • Google Analytics generates anonymous statistical and other information about website use by means of first party cookies which are stored on users' computers.
You can find out more about cookies at www.allaboutcookies.org By using this website, you consent to the processing of data about you by Google in the manner and for the purposes set out above.
What we collect • When you place an order with us we will collect the following information from your visit to the site: name, contact information including email address, demographic information such as postcode, preferences and interests
What we do with the information we gather • We require this information to understand your needs and provide you with a better service and in particular for the following reasons: internal record keeping, we may use the information to improve our products and services, we may periodically send promotional emails about new products, services, special offers or other information which we think you may find interesting using the email address which you have provided. From time to time, we may also use your information to contact you for market research purposes. We may contact you by email, phone or mail. We may use the information to customise the website according to your interests
Security • We are committed to ensuring that your information is secure. In order to prevent unauthorised access or disclosure of your information, we have put in place suitable physical, electronic and managerial procedures to safeguard and secure the information we collect online.
Controlling your personal information • You may choose to restrict the collection or use of your personal information by contacting us. We will never sell, distribute or rent your personal information to any third party organisation unless we are required by law. We may use your personal information to send you promotional information about ourselves and/or third parties which we think you may find interesting, unless you tell us that you do not wish this to happen. You may request details of personal information which we hold about you under the Data Protection Act 1998. If you would like a copy of the information held on you or you believe that any information we are holding on you is incorrect or incomplete, please contact us as soon as possible. We will promptly reply and correct any information found to be incorrect.
Updates to this policy • This policy may be updated regularly as and when new cookies are implemented, or existing cookies removed. We will also update this policy based upon cookie best practices and both UK and EU legal requirements. You are encouraged to check back here in order to keep up-to-date with the latest version of this policy.
A story about a sale that hit the national news last week got me thinking about better ways to make sales. It seems that 81 year old woman was having difficulty with a jammed door handle and expressed her concern about this when she received a cold sales call from a double glazing company last week. She was simply interested in getting the handle fixed and went on to agree to a visit from a rep to discuss her options.
The following day a sales representative from the double glazing company arrived and he sat with the elderly lady for two and a half hours until she had agreed to buy two brand new doors and signed a cheque for an eye watering £5,743.73! A very expensive solution to a small door handle problem. When her son found out about the incident, he confronted the salesman and made it very clear that the sale was not acceptable because his mother didn’t need the new doors and she was clearly vulnerable, suffering dementia-like symptoms.
The company insisted they did nothing wrong and have merely sold a product to a customer. I know where I stand on this sale. What are your thoughts? Is it a genuine sale or a rogue-trader type sale? I suspect you would never try to make this kind of sale but perhaps you’ve found yourself investing time and energy in the wrong kind of prospect? So what could you do to avoid that situation?
A Better Strategy for Making Sales in Business
One way to make sure that you end up with a sale that’s a win for you and a win for your customer is to ask your prospects ‘qualifying’ questions. These special sales questions are designed to help you find out whether a prospect is going to be a suitable client for you and whether you are going to be a suitable supplier for them.
Some examples of great qualifying questions
If you want to cut down on travel expenses and time you’d want to find prospects within a geographical area close to your business. So, very early in your conversation with a prospect (i.e. before you set up a sales meeting) you’d want to ask a ‘qualifying’ question such as, ‘Where are you calling from?' or 'Where do you want the work to be done?'
How is that a win for your prospects who become clients? You can probably serve them better if you’re local. During the CBG sales training workshops we’ve come up with some great ‘qualifying’ questions our clients have used to help them sell to the right prospects and grow their businesses.
If you are not making as many sales as you would like, check out the free Business Growth Strategy Session offer and dates for your diary below.
Thursday December 1st - Sales Made Simple Workshop
Selling can be tough. There’s nothing more frustrating for a business owner or sales professional than working hard at sales meetings that fail and phone calls that are met with resistance from your prospects. You may think that those businesses who seem to effortlessly excel at sales have some sort of natural gift and that you’ll never match them…but that’s not true. Those business owners and sales professionals have simply learnt the principles behind great selling – those methods that guarantee easy, natural sales with any prospect. And now you can learn them too.
Wednesday 11th January 2017 - CAMBRIDGE Business Guidance Business Growth Programme
I’ve teamed up with business consultant, Tim Gale, and we’ll be launching our 12th Business Growth Programme on Wednesday January 11th, 2017. If you live in the Cambridgeshire or Suffolk area and you’re interested making next year your best year in business, in the run up to the launch we’d like to offer you a free Business Growth Strategy Session. In this session, we’ll discuss where your business is now and where you’d like it to be in 1 to 5 years’ time. We’ll share with you how we think you could achieve the lifestyle and business you really want.
Why not book a FREE Business Growth Strategy session? If you find the session has been useful, you might want to continue working with us. Interested? Simply click here to complete the form on the contact page of this website and we’ll do the rest.
CAMBRIDGE Business Guidance Programme Leader