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FOR IMMEDIATE
RELEASE
20 February 2004
Irish business owners say "closing the sale" is biggest problem.
Results of a recent survey of Irish business owners identified the most common sales problem
as being when clients stall during the sales process, preventing the sale from being closed. The international survey was conducted by Australasian marketing consultancy Marketing Nous, and included
224 Irish and Australian business people who were asked to rate their selling skills.
"This is a critical issue for business owners" says Stuart Ayling, Director of Marketing Nous. "A stalled sale represents an investment of time and money that cannot be recouped. The longer a sale remains stalled, the less likelihood there is of ever bringing it to a close."
Not surprisingly, when asked what they wanted from a sales training program 20% of Irish respondents stated tips for 'closing the sale'. The most desired component of any sales training is 'practical and useful' sales tactics (23%), followed by techniques to 'improve the sales presentation' (21%).
It's interesting to note that 87% of respondents either 'like' or 'don't mind' selling, but 46% have never been to a sales training course. "The ability to identify client needs and discover points on which to close the sale can be learned. The lack of closing ability highlighted in this survey may well be rectified with proper training", explains Ayling.
Australian business owners also find gaining commitment from clients to be their biggest problem area. Lack of training is more prevalent with 57% of Aussie business owners and managers never having attended any sales training.
On the positive side, Irish business owners have more confidence in their sales ability, with only 15% of respondents seeking extra confidence or courage from a sales training program, compared to 19% of Australians.
This international survey polled 391 respondents across Australasia, Europe and the USA. Of the total, 133 were from Australia, 92 New Zealand, 91 Ireland, 25 UK, 22 USA, 28 Europe/Asia.
END
For further information contact:
Stuart Ayling - Director, Marketing Nous Pty Ltd
Telephone: +61 (0)7 3806 2238
Mobile: +61 (0)407 588 468
Email: press [at] marketingnous.com.au
Web: www.marketingnous.com.au
Local time = GMT +10
About Marketing Nous:
Established in 1999 by Stuart Ayling, Marketing Nous is a Brisbane-based
sales and marketing consulting firm specialising in marketing for service
businesses in Australia and New Zealand. Stuart Ayling has 20 years of sales and marketing
experience, holds a Bachelor of Business degree and a Graduate Certificate
in Management, has taught at the
internationally accredited UQ Business School (University of Queensland),
and runs regular sales skills workshops.
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