Last time, we discussed how your ‘elevator speech’ could be full of mistakes and not do what it’s supposed to do, i.e. open your conversation effectively with a prospect. We covered six of those mistakes and why they shouldn’t be […]
This is an interesting and, for some salespeople, a ‘killer’ response from a prospect when you are presenting your solutions. Your product may be the best in the make, you may have all the gizmos that impress other clients, you […]
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 […]
Many salespeople we talk to are happy to discuss their sales techniques and what they do right with their clients. The topics often drift onto which customers they love dealing with and which they would sell to the devil himself […]
We often get asked on our Sales Training how to improve listening skills? They want the golden ticket, the one thing that will mean the million-pound deal, the loyal customer, the added business. Naturally, there isn’t just one skill […]
Most companies agree that loyal customers are the lifeblood of their business. Clients who return continuously to restock or re-purchase make it easy for companies to provide service and back-up because the effort needed to ensure satisfaction is minimal. But […]
You might think that this article is about the famous line: Always Be Closing! It isn’t. It’s about something completely different and in my opinion will be much more valuable to you than those hard selling words of the […]
So, you’ve got to the part of the conversation where the customer asks the £64,000 question, hence indicating they are interested but haven’t yet been persuaded to think seriously about your solution. What do they really want and need when […]
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 […]
If you aim to become your customer’s trusted partner, you should focus on making the purchase and use of your products both easy and profitable. This is fundamentally why people choose to buy products—to simplify their lives or enhance their […]
Excellence is a word that is bandied about so much these days that it can often lose its meaning or its differentiation. The dictionary defines it as ‘being exceptional, being superior in some way, achieving extreme merit, pre-eminence or distinction’. […]
We often conjecture at what great salespeople do to create the status of being ‘great’. Attend one of our Advanced Sales Training programmes and you’ll find out! If, however, we were to study those people who are not so […]
Every person you have ever met has a strategy they use to make decisions. Whether it’s to go for a particular food or to choose a particular career, the way people decide is hard-wired into the parts of our […]
You’ve been there many times. You’ve convinced the customer that the product is right for them and the quality is just what they want. Then the bombshell hits – they start talking about price. Price is always a mirror of […]
Being sales savvy is to have the business acumen, practical knowledge and active ability to carry out your sales job effectively and efficiently. Most salespeople would mark themselves fairly high when asked if they are savvy when it comes to […]
