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3 Methods That Will Give Your Prospect No Choice But Choose You

No doubt you’ve heard the stories of customers who have changed their buying patterns and switched the companies they buy from, based purely on the fact the salesperson left one company and went to work for another. Their allegiance was with the salesperson more than the company and their products. Why does this happen? It’s normally because the buyer trusts…

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A Killer Sales Tip From Bobby Axelrod

Sometimes we learn lessons from unexpected sources. By being curious, keeping our eyes and ears open and seeing things from different perspectives, we pick up a lot of great ideas when we least expect them. I am intrigued by Sky Atlantic’s high-octane, high-finance series ‘Billions’, starring Damian Lewis as a multi-faceted billionaire, whose private and professional  life is as incongruous…

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How To Respond To “We Want A 15% Discount”

I have recently been running some training with a very successful client and we have been working on the negotiation skills of their salespeople and sales managers. One person in the group raised an interesting issue about one of his clients. They have been negotiating for a large contract, where they have been dealing with people at different levels; technical,…

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Why ALL Sales People Should Focus On Customer Centric Selling

Now and again, a new concept is discussed that takes sales into a new dimension. Many are reworks of familiar and rapidly-evolving ideas, and some take sales onto a new plane that deserves contemplation and further development. I’ve been reading a book recently that I believe can help you achieve more by getting inside the minds of customers and connecting…

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3 Quick Tips On Opening Up Your Prospect & Uncovering Their Pain

Many of you will have seen the great film Glengarry Glenross, about a team of has-been salespeople who try to make it big in a small town. They have a visit from their boss one evening, played by Alec Baldwin. Baldwin’s character  tells the team about the ABCs of sales. He says ABC stands for Always Be Closing. This is …

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NEVER Say This To A Prospect On A Sales Call…

We had a sales call at our HQ (yes, we get them too!) and one of our sales team took responsibility for it. The caller was selling marketing services and promised a free 30-minute consultancy that would highlight where our marketing was working and where it wasn’t. But she said something that made my team member realise the company hadn’t…

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Use These 4 Phrases When Overcoming These Objections

Usually when a prospect makes an excuse, it is because they have not been convinced that whatever you are selling to them, has sufficient benefit for them to change their mind. In order to combat this you should have included them in the solution from the very beginning. You should have been asking questions around what their current situation is,…

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Use These Creative Sales Tactics To Get To The Decision Maker

Sometimes do you just find it impossible to get through to the decision-maker? You call them, you write to them but they never get back to you? Well, over the years I have heard of some really creative and often radical ways to grab the attention of the decision-maker. So much so that they have given in and booked the…

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11 Quick Tips On Effectively Preparing Your 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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Use These 3 Cross Selling Questions To Generate More Business From Existing Clients

People who manage sales have to achieve growth. There are different ways that this can be achieved: Sell more to existing customers Prevent existing customers from going to a competitor Find new customers Sell new products For many people in sales the challenge is to grow their customer base by finding new customers. However, what many salespeople fail to recognise…

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