Closing Skills

Sales Skills Test

Transitioning From Presenting To Gaining Commitment

There comes a time in every salesperson’s discussion with a prospect when they need to change tack and get to the decision-making bit. You know…grabbing the prospect by the throat and saying  ‘Look, this is what you NEED…when are you […]

Understanding Different Buyer Types – Infographic

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 […]

People Buy For Reasons, Not For Logic

The challenge is often raised – “if we know why people buy we would always sell to them!” We talk about “buying triggers” and we use plenty of related jargon to talk about the moment at which people buy something, […]

How Digital Influence Affects The Buying Decision

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 is […]

How Buyers Make Decisions

Imagine you are in a restaurant, cafe or canteen, looking at the menu. You’re pretty hungry, but not overly so. You need to quench your thirst and fill your stomach, as you inspect what’s available. How do you make the […]

Are You Ready To Sell To The Modern Day Buyer?

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 […]

Why Social Media Has Changed The Face Of Selling

I have spoken many times on this blog about how the sales process has changed, and that the modern day buyer now makes their purchasing decisions in a completely different way to their predecessors. Modern day buyers are much more […]

5 Ways Value Changes In The Buyer’s Mind

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 […]

The Reasons People Buy

Franklin Covey have done some research to determine why buyers select a producer or service provider, and it makes interesting reading. They found that the top four reasons revolved around the following: Relationships, compatibility and fit: The supplier is a […]

How To Follow Up If You Lose A Sale

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 […]

Book Review: The 800 Pound Gorilla Of Sales

About 12 months ago I was approached for an interview on how to dominate your market. Because MTD Sales Training is one of the dominant players in the UK sales training market, Bull Guertin wanted to know what we did […]

Buying Facilitation by Sharon Drew Morgen

Buying Facilitation (R) I had an interesting evening tonight sending and replying to emails from Sharon Drew Morgen. Sharon is the author of the NYTimes Business Bestseller “Selling with Integrity” as well as 5 other books. Anyhow, to cut a […]