Consultative Selling

3 Powerful Tips To Create Client Loyalty

Increasing graph on customer loyalty

In today’s marketplace of shrinking budgets, growing competition and modern, sophisticated buyers, establishing stronger client loyalty is not easy. There always stands a competitor ready to offer lower prices and higher value, while buyers are also looking to play companies off one another in search of the best deal. It should be obvious to anyone in business today, that to establish…

Read More

The Meaning of Consultative Selling, 4 Revolutionising Communication Steps, A Quote From Richard Branson

Episode 2: Loads Bubbling Podcast The Meaning of Consultative Selling, 4 Revolutionising Communication Steps, A Quote From Richard Branson This podcast includes: What Exactly Is Consultative Selling? Communication Skills : 4 Revolutionising Steps A Key Quote From Richard Branson Take a look at this episode on

5 Top Tips For Successful Consultative Selling

Sell Concept Young Couple

No matter what you sell, a consultative selling approach is essential if you want to land the business. Click on this link if you’re looking for a consultative selling course. If you’re looking for tips then please read on! For me, it’s all about unearthing the needs, the wants and desires of your prospects and then positioning your product or solution in…

Read More

Follow These 4 Steps To Become A Thought Leader

Thought leader on light bulb

I had an interesting meeting a week back with a prospect I had never heard of. Here’s what happened: my team fielded a call from someone who was adamant they needed to speak to me, and me only. He was the Marketing Director of a large company here in the Midlands and he wasn’t going to put the phone down…

Read More

3 Quick Tips On Making Notes During Your Sales Call

Phone Call

One of my sales trainers had an interesting discussion with a sales team recently, where the team were seeking advice on how they could make their sales records less over-whelming. No-one had ever given them recommendations on how to make notes. The question has rarely come up, but it’s worth asking. Should you make notes on everything that has been…

Read More

Mastering The Art Of Knowing Exactly What The Customer Wants

Demands, needs, wants

What do you consider to be the greatest skill that any salesperson should develop to the level of excellence? Presentation skills? The ability to negotiate effectively? Prospecting skills? Although all these are definitely important, the key skill that salespeople always need to develop is the art of active listening. It really does set the average apart from the excellent. But…

Read More

8 Traits That Will Transform You From Salesperson To Trusted Consultant


I think by now, we all acknowledge that consultative selling is the way to go. Most salespeople we see on our sales training courses like to consider themselves as consultants rather than salespeople. They tend to think that salespeople get tarred with the same brush and like to think they can rise above this label and be viewed as a consultant because…

Read More

How Pain and Gain Can Help Clients Make Decisions

When we are working with a client, we need to know what would be the best way to encourage them to make decisions that draw them to our products and services. It’s been known for some time by psychologists that people are driven in two different directions when they are making decisions. One way is ‘away from’ pain; the other…

Read More

Why You Should Only Present Solutions To Needs & Not To Problems

“He keeps talking in techno waffle! I don‘t  understand half of what he says. I’ve got a simple problem that needs solving, not something that requires a Rocket Scientist!“ – A Confused Prospect I come across this a lot. You  might be selling something that is pretty complicated as it is; so why make it even more complicated by not…

Read More

Learn To Consult For Better Business

Culture plays a funny game with us. We often get stuck in a rut and blame things outside our control for how we feel and the results we get. The culture we exist in keeps us in a headlock and rubs our face in it whenever we want to change anything. Culture has been deemed as ‘the way we do…

Read More