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Here’s Why Your Prospects Aren’t Buying From You…

This blog post is not going to cover how to handle objections, instead we are going to cover the underlying reasons why prospects don’t buy from you. Objections are, after all, just reasons and points that your salespeople need answer to satisfy the prospect that your product does the job. Let me go through the 4 reasons why your prospects don’t buy…

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11 Quick Tips On How To Best Prepare For A Sales Pitch

At some point in the sales process we need to make our pitch. This is an area where most salespeople could do a lot better. Most people in sales present a standard pitch that all their customers get to hear. This doesn’t work! People are different and buy for different reasons. When people buy things buyers have what we call…

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What To Do When Your Experienced Sales People Have Lost Their Edge

They were once the sales people that you could rely on every month to pull in the numbers for you. But now for some reason they have gone stale. They seemed to make it look so easy but for some reason they’ve either lost their motivation, their hunger, skills or all of them! So what can you do to reignite…

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How To Tweak Your Mindset To Improve Your Cold Calling Performance

Do you make cold calls to generate leads? If you do, do you actually like making them? Well, whether it is your full time job to make them or whether they are part of your job, the vast majority of people who have to make them do not like doing so. I actually put this down to the way that cold…

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The 4 Most Common Buyer Types (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. Some people prefer to buy quickly, others slowly. Some people need a lot of information and detail, for others a sheet of A4 with bullet points…

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The 5 Stages Of The Buyer’s Decision Making Process & How To Utilise It

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 ability to influence buyers in making decisions that will progress a sale and take the prospect on a journey of…

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How To Show The Prospect The Future’s Brighter With You

Sigmund Freud had a way with words. One of his theories was that pain can be more immediate than pleasure, leading us to become more concerned with avoidance of pain and hence paying more attention to it. Many salespeople have heard this reckoning and have identified how recognising a client’s ‘pains’ and ‘problems’ can have a big effect on the…

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The Top 10 Sales Blog Posts Of 2016 – As Voted For By You!

2016 has been a strange old year – if you thought Brexit was enough we were then Trumped by the States later in the year! We’ve brought you bi-weekly tips all year long and will continue to do so again in 2016! From sales management to prospecting, we have tried to cover as many bases as possible to improve your overall…

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6 Ways You Can Fulfil Your Prospect’s Needs

Many salespeople struggle to find the best way forward when they have to work with existing clients because they still put the emphasis on their own products and services. The more successful salespeople spend their time identifying the real needs of the businesses they are working with and creating opportunities for them to advance their businesses. This opens up chances…

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10 Quick Tips On Gaining The Ultimate Competitive Advantage

Sales is one of the most fluid of industries, mainly because of the massive amount of changes that it has been involved in over the years. The only consistent factor that has existed has been change. Thinking about what has to happen for a sales consultant to be successful, one thing that naturally comes up is their ability to achieve,…

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