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5 Ways To Sell To The Modern Day Buyer

Business man and woman shaking hands

One of the biggest changes in sales over the years has nothing to do with selling itself. It has to do with the way that the buyer has changed their modus operandi. The process of sales is evolving as technology, globalisation and communication methods advance and progress. But the evolution of the buyer has been exponentially faster. So what do…

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5 Video Meeting Mistakes To Avoid At All Costs

Business woman having a video conference

Are you using video meetings in your sales process? More and more companies are going down this route especially those that sell software, SAAS products and online services (such as online sales training). Sometimes it can save you a ton of time if you can jump on a video conference call with screen sharing capability and all that jazz! Do…

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The Best Way To Keep Ahead of the Competition

Cartoon businessmen in competition

According to Charles Darwins’ Origin of Species, “It is not the most intellectual of the species that survives; it is not the strongest that survives; but the species that survives is the one that is able best to adapt and adjust to the changing environment in which it finds itself”. This probably is one of the best bits of advice to…

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5 Ways To Kill Indecision In Your Prospect’s Mind

Businessman sitting at computer thinking about decision

It’s one of the biggest frustrations in a salesperson’s experience. You’ve done your research on the buyer and their company…you have uncovered all the possible objections the prospect has in mind…you’ve presented the solutions for their concerns…you’ve even discussed a reduction in price for increased orders. It’s obvious the prospect is going to say ‘yes’. Isn’t it? There’s no alternative….

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How To Uncover Your Prospects Needs & Wants With 1 Question

Questions marks pinned to cork board

We all know the benefits of using quality questions in uncovering the current position our prospects are in. The better the quality of the questions, the more information you will gain. Now, imagine if there was one simple question you could ask that would uncover a whole load of information. One question that, when answered, would help you build value…

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5 Ways To Ensure Great Sales Communications

Communication Word Cloud

You’ll no doubt agree that one of the most important key skills you need to develop today as a salesperson is that of communication. Ok, it’s a well-banged drum, but I’m going to say it again anyway…you simply will not be the success you could be without having excellent communication skills, especially with clients. How can you start to improve,…

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How Do You Know Your Customer Will Be A Returning Client?

Repeat customer name tag

Unless you’re working with customers who are purely in transactional mode, the holy grail of sales is gaining repeat business. Turning a one-time customer into a loyal client increases revenue, profit and probable recommendations exponentially. So, how can you tell if the customer you’re dealing with will return and do more business with you? Here are some ideas to work…

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10 Ways To Combat Nerves Before A Sales Interaction

Nervous business woman with prospect

It’s a common subject brought up on our training programmes, and it can affect even the most experienced of salespeople. How do we overcome the feeling of nervousness before having a sales interaction? First, let’s highlight why nerves may show themselves. Feeling anxious, uneasy or worried is a natural reaction to stressful or uncomfortable situations. The body is anticipating some…

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Use These 3 Quick, Yet Effective, Tips When It Comes To Objections

Businessman holding objection card

It’s one of the biggest challenges that salespeople face in today’s selling world, and one that most people ask about on our programmes; how do we deal with objections? Objections occur when prospects or customers have not seen the overall value of the solution you are offering to them or their business. Depending on the type of objection, you can…

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3 Ways To Handle Clients That Won’t Stop Negotiating Discounts

Businessman not happy with contract

There are many times when a client tries to intimidate or get the better of salespeople. Whether it’s because they feel they have to in order to get a better deal, or their ego is associated with getting one over someone else, or some other rationale, they feel the need to do something that gains them a ‘win’ of some…

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