Sales… ”The act of transaction between two or more parties where goods and services are exchanged for payment” Velocity… ”The speed of something in a common direction” You may have heard of the term ‘Sales Velocity Formula’ and even discussed […]
Sit back and just imagine for a moment just how easier your role as a salesperson would be if you could ask for the sale and they said yes every time on the first meeting. Hello! Come back to reality […]
You had a great sales interaction: Both you and the prospect were calm and comfortable. You developed some rapport and the prospect showed some positive buying signals during the meeting. However, when you presented your proposal it seems as though […]
I still receive numerous questions regarding what to say, or how to transition from the sales presentation to asking for the sale. Questions on WHEN to begin to close as well as exactly HOW to start the closing process. […]
I read an interesting article by Jim Domanski the other day, where he introduces the ‘rule of 25’. This rule is good to know when you are trying to cross-sell or up-sell your client. The rule states that, after people […]
When we talk to buyers, we often ask what inspires them to remain loyal to suppliers. Many suppliers actually think it’s good value, cheap prices and quality products. But the answers we get often prove that those things only get […]
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. […]
Selling today is all about recognising the true motivations of buyers and aligning your presentation/solution to match their needs and desires. We all know that. So, with an up-to-date buyer, who has little in the way of time and resources […]
We had an enquiry last month from a sales manager who asked us to work with his sales team for half-a-day on closing techniques. He said his team was good at relationship-building but when it came to the close, they […]
The title of this blog a bold statement. But we have experienced many meetings with decision-makers where these ways have proved successful. I’m going to share them with you in this article. How many times have you thought that […]
Very often, we go out in the field with a great deal of knowledge about our products, our services, our competition, our prices and our industry. That’s great, and this knowledge is imperative for our confidence as well for generating […]
Many salespeople fear the ‘close’ of the sale, as they think it might be putting too much pressure on the decision-maker. Use these 19 tips to reduce this fear and build confidence when you get to this strategic part of […]
Have you ever heard of the statistic that says that 48% of salespeople never follow up with a prospect? Yes, it’s fake, but still, most salespeople are bad at following up. There are a lot of sales follow up […]
Well, we all know the old sales person’s mantra, “Never take NO for an answer!” Indeed, some sales people try to live by this greed. However, in attempting to live up to such a rigid and unrealistic standard, sales people often […]
Recently, I had the privilege of attending a dynamic presentation evening with one of our prized clients. They continue to test us and our services, which is great as it means we learn with every step we take with them. […]
You might think that this article is about the famous line: Always Be Closing! It isn’t. It’s about something completely different and in my opinion will be much more valuable to you than those hard selling words of the past! […]
We often talk about the selling skills required to deal with today’s complex and competitive market place. Those skills normally revolve around the abilities of salespeople to achieve specific sales objectives and deal with objections or negotiate a better deal. […]
Every person you have ever met has a strategy they use to make decisions. Whether it’s to go for a particular food or to choose a particular career, the way people decide is hard-wired into the parts of our […]
We do quite a few surveys with buyers of our services and it’s always intriguing to find out why they buy from us. Many times we have been surprised by their answers or their responses to specific questions that we […]
A friend of mine recently had the need to change his company car. There was a massive choice for him in the price range that he had been given, so he had to narrow the choice down using a series […]
We often get salespeople asking “What’s the best ‘close’ I can use?” or “How can I ‘close the sale’ more often?” Putting the emphasis on the ‘close’ can be a big mistake in the sales process. Too often, the salesperson […]
As a sales person, you cannot simply use the same sales techniques to sell to every prospects because not all prospects are the same. Each buyer will have a different way of thinking, a different way of understanding and a […]
You don’t need me to tell you that we need to increase and improve our customers’ experiences for them to develop loyalty and advocacy to our businesses. Depending too much on new customers rather than selling more to existing ones […]
The way that sales professionals sell has gone through massive changes over the last few decades and the sales process has gone from a one way “push the benefits” monologue on the behalf of the sales pro, to an in-depth […]
Delivering value is the catalyst for any buyer to make a decision. But what many salespeople forget is that the customer’s view of value changes as they move through the buying cycle. The stages buyers go through start with recognising […]
There will be occasions when the prospect does not go with your solution and chooses either to do nothing or go with a competitor. Even if you have the best solution available to the client, their buying decision may lie […]
