Blog

Practical sales advice for manufacturers

Articles by Mark Willett on prospecting, sales calls, listening, objections and closing, written for business owners and their sales teams.

Latest articles

Two engineers going through a set of drawings together

Saying no to a discount without losing the order

How I turned down a 10% discount on a £7m order and still won it, and how to say no without losing the sale.

Read the articleTwo engineers looking at a screen together, smiling

Never send a quote without booking a follow up

Why the follow up wins the order, a real example, and what to do before and after the quote goes out.

Read the articleTwo engineers smiling at a workbench

Bidding for subcontract work? Qualify before you quote

The questions to ask before you price a job, and how to take control of the enquiry.

Read the articleAn engineer at a computer while two colleagues look on

Why the first quote in often wins the order

Why speed matters, why you should aim to be first to submit, and what to do next.

Read the articleAn engineer listening while a colleague explains at a whiteboard

The 3 key listening skills for a sales visit

The three types of listening to practise on a sales visit, and seven signs your salespeople aren't listening properly.

Read the articleAn engineer presenting a design on a large screen

4 steps to presenting solutions on a sales visit

How to present your products as the answer to the problems the prospect has told you about.

Read the articleEngineers laughing together around a table

4 ways to build rapport with your prospects

Four simple ways to build rapport from the first minute of a call or meeting.

Read the articleTwo engineers going through drawings on a table

5 steps to handling objections

A five step way to handle objections, and why an objection is a good sign.

Read the articleA team planning at a whiteboard wall

5 things your sales team should be doing now

Five things your sales team should be doing now to keep new business coming in.

Read the articleThree engineers looking at a laptop in a workshop

The 6 excuses sales managers hate to hear, and how to respond

The excuses sales managers hear when the numbers are missed, and how to respond.

Read the articleEngineers talking on a factory floor

6 things to get right at the start of a sales visit

How to start a sales visit well, so the preparation doesn't go to waste.

Read the articleAn engineer preparing at his desk with drawings

6 things to prepare before a sales call

Six things to prepare before a sales call with a busy decision maker.

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7 things to get right when cold calling

Seven things to get right when cold calling, and why it still works.

Read the articleTwo colleagues discussing a plan at a whiteboard

The prospect is interested: 4 steps to take next

The four steps to take once a prospect has shown real interest.

Read the articleWriting a plan in a notebook

How your sales team should manage their time

How your sales team can make time for prospecting as well as closing.

Read the articleThree engineers leaning in to look at a screen

Buying signals: 6 things to look out for

Six buying signals that tell you a prospect is ready to buy, and how to use a test close.

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Sales book reviews

Books worth reading

Mark's reviews of the sales books he recommends.

And Mark's own book

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