Sales Blog

Being able to negotiate effectively is one of the most important skills you can build in your sales armoury, as it has a direct effect on your margins and overall profitability, as well as ensuring your customers get the best […]

What would you consider to be the most important parts of the sales call, when calling a prospect? Well, one of my consultants was with a company recently and was listening in to their sales reps’ calls to set up […]

It is 6 to 7 times harder to convert a new customer than to sell to an existing one. This is exactly why Key Account Management is one of the most important aspects of the sales process and an integral […]

  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 […]

  Good discovery skills are essential if you are to reach the top level of retail sales: being recognised as a trusted advisor by your customers. When you are in this position people will talk more openly to you and […]

This may sound a quite simple topic but you really need to have deep understanding of your own product knowledge and general retail knowledge when it comes to selling. There’s much more to it than just understanding features and benefits. […]

I was in Dublin recently with a MAJOR player in the food retail industry and it reminded me of two of the very best retail sales tips that every store should use. So it doesn’t matter what you sell in […]

  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 […]

  Key Account Managers (KAMs) are the stock-in-trade for many businesses, as they have the responsibility of bringing in much of the business that keeps our business ticking over. What are some of the strategies that KAMs should follow that […]

Many of us have been there. The presentation is going well, the customer is appreciating all our demonstrations, your ideas are being well-received… Then….Wham! Something goes wrong! We hear about it ALL the time in our Sales Training. The laptop […]

When we talk to different buyer types, we often ask what inspires them to remain loyal to suppliers. Many suppliers think it’s good value, cheap prices, and quality products. But have you ever considered how the concept of ‘satisfy sale’ […]

How many times have you made a presentation and afterwards thought ‘that was so boring, even I wouldn’t have bought my product!’ There are many occasions where we have presented a solution and it’s not created any connection with the […]

In sales, a lot can depend on the outcome and results of our efforts. If we succeed or progress with the sale, we tend to increase our motivation, improve our self-esteem and build our credibility. If we lose a sale […]

Many salespeople often ask me how to add value to a product? They tell us on our Sales Training that the way they differentiate themselves from their competition is by adding value to their products and services, so the customer […]

  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 […]