Sales Blog

Nailing Logic v Emotion In Sales

  Scientists tell us that humans have more than one brain. Some people you know may disprove that rule (only half a brain?!) but the truth is that everyone has three parts to their brain: firstly, there’s the reptilian brain, […]

Make Your Brand Stand Out Against The Competition

Brand is often described as ‘a variety of something distinguished by some distinctive characteristic’. Apple’s brand, for instance, is characterised by the statement ‘Think Different’. It creates a label in people’s mind that attracts them and builds trust in the […]

How To Become A More Assertive Salesperson

  One definition of assertiveness is being confident and direct in dealing with others. Assertive people know what they want and aren’t afraid to ask for it. They also respect the feelings and needs of others and are prepared to […]

5 Stages Of The Buyer’s Decision Making Process

How do you make a decision? Ever thought about it? Many of us have, and have used the facts behind decision-making in identifying how they should work with clients. But many more haven’t studied this subject and consequently lose the […]

What Do You Do When Your Customer Wants To Vent?

There are times when the customer simply wants to let off steam. Maybe the delivery you promised hasn’t arrived. Or some of the equipment has broken down. Or there’s simply too much pressure on the prospect and they must let […]

6 Sales Opening Statement Examples To Use

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 […]

“We’re Happy With Our Current Supplier”…What Now?

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 […]

21 Questions That Will Build Instant Rapport

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 […]

6 Questions To Enhance Your Client Relationships

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 […]

How Salespeople Can Improve Their Listening Skills

  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 […]

The 3 Main Components That Drive Customer Loyalty

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 […]

The ABC of Selling

  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 […]

The Customer Asks, “Why Should We Use You?”

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 […]

Master The Art Of Knowing What The Customer Wants

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 […]

5 Keys To Become Your Customer’s Trusted Partner

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 […]


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