Sales Blog

You will be aware of the changing nature of sales, driven by the ever-evolving requirements of businesses and their decision-makers. The old way of selling (cold-call, qualify, present, resolve, close) is being superseded by the consultative and insightful approach of […]

We had an enquiry last month from a sales manager who asked us to work with his sales team for half-a-day on closing techniques. He said his team was good at relationship-building but when it came to the close, they […]

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 […]

No matter how good your discussions have been with a prospect, there will come a time when you simply have to talk about lowering your prices. Even though you’ve built up your value, it still seems the prospect wants to […]

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 […]

  You’re all ready to go. You’ve got all your leads for the day prepared and lined up in front of you. You have all your rebuttals ready, and you have rehearsed your main talking points. You’re ready to begin […]

What strikes me as strange and rather puzzling is a piece of research I read this week that said less than 10% of salespeople actually follow up a prospect more than once after they have sent a proposal. I had […]

Let me say something that, on the face of it, may sound puzzling. You learn more when things are going badly than when they are going well. Go on, admit it…that’s an interesting statement (even if you don’t agree with […]

It’s really quite simple when you consider it: customers become customers if you solve a business problem or create an opportunity for them. That’s basically it, really. But so many salespeople think that just regurgitating a whole brochure-load of facts […]

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 […]

  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 […]

I will make this short and sweet. Add these four golden rules to your daily management style and you will be a more effective sales coach. Depending on what you do, and your business structure, some of these may not apply […]

Increase the value, or the perceived value of what you sell, and you will make more sales! Something we always say during our Sales Training. You have to have ways to raise the value of your product or service. By […]

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 […]