The sales interaction went well. The prospect seems very interested, and you feel that you have covered all of the possible objections. However, the prospect sees no reason or need to act NOW. Even though you can expose problems the buyer […]
It’s an exciting time when you meet a client or prospect for the first time. It can also be nerve-jangling as you try to make a good impression, so your products or services virtually sell themselves. Opening the first meeting […]
I met a salesperson on one of our Sales Courses who was really upset that his company had raised his product’s prices by over 3%, and hadn’t given him an explanation as to why. It was simply called ‘an inflationary […]
Salespeople are great conversationalists. That is, they find it easy to discuss opportunities and possibilities with prospects, listening to their needs and wants, and working with them to deliver great products and services. But once in a while, you need […]
Many buyers have told us in the past that the one thing they hate when with salespeople is being sold to. That seems odd, when you think the reason they are there is to sell their products! But what they […]
How many times do your clients talk about you reducing your prices? What do you say when the issue of price is brought up by the prospect? In which direction do you take the conversation when price is the biggest […]
No matter what you sell, a consultative selling approach is essential if you want to land the business. Click on this link if you’re looking for a consultative selling course. If you’re looking for tips then please read on! For me, it’s […]
Have you ever tried developing a sales strategy How did you find it? Just as you wouldn’t go on holiday without deciding where you wanted to go, planning the accommodation, and deciding on what transportation you would use… when you […]
Are you in need of some assertive phrases to add to your bank? It sounds strange that a salesperson could be considered non-assertive. Surely assertiveness is a key constituent of being in sales, isn’t it? Surprisingly, many salespeople lack the […]
Rapport building questions should guide every sales interaction, enhancing it through your tonal choices, body language, and active listening skills. From the first moment you meet a prospect—at the reception, walking to the meeting room, during a phone call, or […]
What do you consider to be the greatest skill that any salesperson should develop to the level of excellence? Presentation skills, negotiation, telesales and asking for the sale are all contenders. Although all these are important, the key skill that […]
From time to time on our Sales Courses we’re asked about the best way to breach the subject of taking notes in a client meeting. Some state they’re worried about asking or simply taking out their notebooks because it may […]
Before we can effectively guide clients towards our products and services, it’s crucial to delve into their pains and gains. How can we tailor our approach to address their needs and capitalise on their motivations? When we are working with […]
There are 3 main aspects of your performance in a sales meeting that can really encourage the prospects or client to come on board with you. Find out exactly what these 3 key ingredients are in our infographic below. Click […]
In our consultancies and trainings with salespeople, we consistently get asked how to be successful in the career they have chosen. There are so many answers to this question, and many books have been written with authors’ opinions on what […]
