Closing the sale is not a skill that can be learned in isolation from the rest of the sales process. Closing is one element in a chain of events that begins with the salesperson planning and preparing for sales […]
Have you ever wondered just how good your selling skills actually are? Maybe the only way in the past to determine this is to review your commission or sales figures! But seriously, when was the last time you sat down […]
I still receive numerous questions regarding what to say, or how to transition from the sales presentation to asking for the sale. Questions on WHEN to begin to close as well as exactly HOW to start the closing process. […]
We often ask salespeople on our Selling Skills Training to discuss the most important aspect of sales, and many consider the sales processes that they follow as the most important aspect that will keep the sales and commissions rolling […]
The difference between cross-selling and upselling is quite subtle. Both are different types of selling in their own right and offer different opportunities for increasing your margins and sales at the point of sale. Chances are that you’ve already […]
Building goodwill in business is a pre-requisite for companies to advance in their strategic forward planning. The British Department Store, John Lewis, is renowned for its quality customer service and its build-up of goodwill. Here’s what one of their […]
Selling to businesses is an ever-changing kaleidoscope of ideas, techniques and co-operations to keep your sales funnel full! It can enhance or destroy careers in a very short time period. If you’re still selling in the same way you […]
Emotional Selling Proposition – have you got one? We all know that sales are based mostly on emotion and the decision is backed up with logic. Sales logic vs emotion – that’s the law of the salesperson. So, do we […]
One feature of modern, relationship-selling is that we need to understand about peoples’ preferred buying behaviour if we are to sell to more of them. It is a fact that people buy differently. They can be known as buyer types. […]
By different types of sales, we’re referring to the sales styles that salespeople will adopt when they are with prospects and customers. Either face-to-face or online. Over the years the styles have changed because buyers’ needs have changed. We’ve […]
“The customer is always right” I’m sure you’ve heard these oft-quoted words from Harry Gordon Selfridge, the founder of the department store that bears his name. And how often have you thought of those words and cringed when the customer […]
It’s a common subject brought up on our Sales Training Courses, and it can affect even the most experienced of salespeople. How do we overcome the feeling of nervousness before having a sales interaction? First, let’s highlight why nerves may […]
We’ve all had them; those customers for whom nothing you ever do is enough, or everything you do is wrong, or you’re blamed for everything that isn’t your fault. A picky customer is usually like that with every situation. It’s […]
After all the preparation, sales questions, proposals and meetings you’re so close to closing the deal. But there’s one thing stopping you! Asking for the sale… So let us look at a few more direct and clear ways to […]
What’s interesting about us humans is the fact that, even though we don’t like to admit it, we are judgemental beings. Often, we don’t view ourselves as being judgemental; we consider ourselves to be realists. A situation occurs and we […]
