Sales Blog

How To Build Value Before Having To Add Value

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 […]

5 Best B2B Sales Techniques

  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 […]

How To Set Appointments Over The Phone?

  While setting appointments over the telephone seems to be becoming increasingly difficult, the need and importance of being able to pick up the phone and set quality appointments remains high. Yes, there are now many alternative prospecting avenues available […]

What Is An Emotional Selling Proposition & Is It Better Than A Unique Selling Proposition?

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 […]

The 4 Most Common Buyer Types In Sales (And How To Sell To Them!)

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. […]

What Is Active Listening And How Can We Improve It?

What exactly is ‘active listening’ and why can it be so difficult at times? It’s a question we get asked a lot on our Sales Training. As the term suggests, active listening skills can be developed, as it is a […]

What Are The Different Types Of Selling?

  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 […]

How To Sell A Product To A Customer?

Ever wondered about the intricacies behind how to make a product to sell, and equally then, how to sell a product to a customer? When you think of a salesperson, what immediately springs to mind? Is it the old ‘snake-oil’ […]

How To Run A Successful Sales Meeting

Sales meetings are a great opportunity for a sales manager to get their team together and to review performance and help with motivation. Run correctly they can work wonders to sales team performance. Run poorly and it would have been […]

What To Include In A Client Meeting Agenda

Preparation is key when meeting a new client. You certainly don’t want to risk ‘winging it’ with someone new, especially if it’s the first time you have met with them. This is a great opportunity to find out whether this […]

5 Components Of A Salesperson’s Belief System

What is a belief system? Wiki would have it described as a mental representation of an attitude oriented toward the likelihood of something being true. I like that concept, because it identifies a model that supports the way someone likes […]

10 Top Qualities Of A Good Negotiator

Every wondered what makes a good negotiator? Negotiation comes from the root word ‘negotiat’ meaning ‘done in the course of business’. In other words, it’s a natural part of the conversation process when dealing with prospects, so if you feel […]

5 Questions To Ask To Really Understand Your Buyer

One of the keys to increasing sales is getting under the skin of the prospect or your customer, so ascertain the real needs and to get them to understand how they can improve their business using your solutions. Without that […]

Turn Your Sales Weaknesses Into Strengths

  Many salespeople have nightmares when trying to present solutions to their prospects because they perceive their competitors are stronger than them in certain areas, or their prices are higher and they are convinced the buyers will always go for […]

Your Value Proposition In 5 Minutes Flat

What’s most important to your prospects? When we ask this question, many salespeople we train will answer “to save money!” And, while that’s often the main topic of conversation, it rarely transpires as the REAL criteria prospects use to decide […]


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