Transactional Selling emphasises closing deals quickly, focusing on the customer’s immediate needs, and offering solutions that provide instant value. Whether you’re a seasoned sales professional or a beginner, understanding the ins and outs of transactional selling can help you […]
Have you ever heard of value-based selling and how to implement it? The clue is in the title. I’m sure you’ve always been told to sell value and to raise the perceived value of your products and services when […]
If you want better answers, ask better sales questions — especially early in the sales process when you’re trying to create rapport with a potential customer or client. When you ask the right kinds of questions during discovery calls, […]
Do you still need to like someone to do business with them or not? Is it a case of buying the person first and the product or service, second? Or have times changed as long you get the desired […]
“I’d like my sales team to use the consultative selling approach,” said the Sales Director. It’s a request we get asked a lot when we’re approached to deliver Sales Training for an organisation. Why is this? Well, the stereotypical […]
Do you know the difference between needs and wants? In particular, do you know how to grasp truly what a customer wants and needs? A lot of people think that they are the same, but a customers needs and wants […]
What does it take to be a successful sales professional? It’s a question we get asked a lot on our Sales Training. Our answer is always the same. It’s a case of having the skill and the will to succeed. […]
You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. Whether it’s the price you are charging or their needs to get different quotes, […]
Many salespeople often ask me how to add value to a product? They tell us on our Sales Training that the way they differentiate themselves from their competition is by adding value to their products and services, so the customer […]
Preparation is key when meeting a new client. You certainly don’t want to risk ‘winging it’ with someone new, especially if it’s the first time you have met with them. This is a great opportunity to find out whether this […]
What is a belief system? Wiki would have it described as a mental representation of an attitude oriented toward the likelihood of something being true. I like that concept, because it identifies a model that supports the way someone likes […]
One of the keys to increasing sales is getting under the skin of the prospect or your customer, so ascertain the real needs and to get them to understand how they can improve their business using your solutions. Without that […]
What’s most important to your prospects? When we ask this question, many salespeople we train will answer “to save money!” And, while that’s often the main topic of conversation, it rarely transpires as the REAL criteria prospects use to decide […]
We all know the benefits of using quality questions in uncovering the current position our prospects are in. The better the quality of the questions, the more information you will gain. Now, imagine if there was one simple question you […]
Selling today is all about recognising the true motivations of buyers and aligning your presentation/solution to match their needs and desires. We all know that! And we cover is excessively in our Sales Training. Or take a look at our […]
