Sit back and just imagine for a moment just how easier your role as a salesperson would be if you could sell every time on the first meeting… Hello! Come back to reality now! It’s a dream. Did you know…
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 get numerous questions regarding what to say, or how to transition from the sales presentation to the sales close. Questions on WHEN to begin to close as well as exactly HOW to start the closing process. Sales…
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…
We often encounter prospects who are comfortable. By that, I mean they are happy with their current situation and don’t want, or need, to change their perspective. In these situations, salespeople often find it difficult to progress the conversation. They…
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….
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,…
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…
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…
That seems a bold statement. But we have experienced many meetings with decision-makers where these ways have proved successful. We share them with you in this article. How many times have you thought that it’s a shoeing you will get…
