Jonathan Farrington

name 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

Effective Telemarketing

14th May 2006
PLAN & PREPARE Make sure that you are prepared for the call:- Have all the relevant documentation to hand. Prepare a 'Script' Use bullet points NOT sentences you design your own script) Familiarise yourself with the "script" - practice, wr... Read >

Dealing With Objections

14th May 2006
An objection can be looked upon as sales resistance, and without it you cannot expect to make a sale just as in electricity you cannot expect to have current flowing from one end of conduction to the other without resistance. Making a sale is like dr... Read >

Fact Finding Using The Funnel Questioning Technique

14th May 2006
Working on the basis that you are dealing with the "MAN" (the person with the Money, the Authority and the Need) you must very quickly assess if you have a potential prospect or not. In other words can their needs be met by the products and services you h... Read >

Sales Management- What's Involved ? Part 1

14th May 2006
What any individual Sales Manager actively does is conditioned by the size of their company, the products it sells and the way they are sold, the organisation of functions within it, and perhaps their own special ability. They may carry most or all of the... Read >

How Has Selling Changed Since The Nineties?

05th May 2006
How Has Selling Change Since The Nineties? by Jonathan Farrington The traditional customer call once seemed indispensable to the selling process; the time and expense involved were just a basic cost of doing business. In recent years, however, the bus... Read >