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Raoul Monks

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Managing Director, Flume

75 points

CIPD trained, I focus on getting results through transfer of learning helping clients see real returns for their investment. Feedback has been exceptional.

July 12, 2011

Raoul Monks and 6 other people answered this question

What are the three biggest mistakes "newly minted" sales managers make.

Some other mistakes made regarding managers
1) In my opinion one of the main issues with 60% of sales managers is that they probably shouldn't be sales managers. A great sales person definitely does not make a good manager or leader. As a sweeping statement many ... more

Sales Management

July 6, 2011

Maranda Barnes selected a best answer for

When you have received a "YES", how do you get them to stop putting you off due to no time to do it.

I have a company that said they will certify this year, BUT I'm having problems getting him to finalize the sale! Its always, "give me two more weeks", "another two weeks." I'm tired of being put off. How can I go about getting him to ... more

Sales Strategies

July 6, 2011

Raoul Monks and 1 other person answered this question

Is it really necessary to drop price in times of economic crisis?

no problem "USP" stands for a unique selling point. A good way to test a USP is to write details about your offering which begin with the line "We are the only........". This sentence needs to be true and quantified. If not then it will ... more

July 6, 2011

Raoul Monks is now following Joy Johnson and 14 other people

July 6, 2011

Raoul Monks and 2 other people answered this question

Customers complain that sales people talk too much. What do you do to avoid this?

To answer this question I think it is first important to understand why we should not talk so much; there are a number of reasons:
1) We will give people reasons not to buy
2) This will lead to devaluing the offering and creating objections from the ... more

July 4, 2011

Raoul Monks and 31 other people answered this question

As a salesperson, when do you ever accept 'no' as an answer?

No, come for a reason. When you know the reason it becomes an objection.
The objection, "I've got no money", "I like your competitor", "I don't like your product ", we've all heard a million of these and most of us have learnt how to retort ... more

Sales Management

July 1, 2011

Raoul Monks and 15 other people answered this question

What are your tips for overcoming price objections from your prospects?

In my opinion people decide to buy on three core factors, price, relationship and differentiation. By focusing on enhancing the later two you will steer the conversation away from price.
There are also three main reasons why people want to negotiate, because there are signs ... more

Sales Management

July 1, 2011

Raoul Monks and 2 other people answered this question at this roundtable

Strategies for Getting In: How to Reach That Prospect You MUST Talk To [6/23 @ 1 pm]

How should an individual sales rep use email when pursuing their "ideal" prospect?

I agree with Antoine, ideally this should be done over the phone. If you do need to use email then the main thing is to remember what the objective of the email is. In my opinion it should be to pique interest and initialise a ... more

July 1, 2011

Raoul Monks and 10 other people answered this question

What is the KEY to asking the RIGHT questions?

For me the key to asking the right questions is understanding the right answers that you want to hear...if you work out the perfect things a client could ever say to you then it is surprisingly easy to work out the best questions to ask ... more

General Management

June 29, 2011

Raoul Monks asked a question

How can sales people accurately measure the ROI/ROO of learning and development?

Sales Management

Training and Coaching

June 29, 2011

Raoul Monks published a post

The parent objection

June 29, 2011

Raoul Monks published a post

The Two Ways Sales Managers Can Block The Sale

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