Consultative Selling

Understanding A Sales Budget And Its Implications To You In Sales

Do any of your prospects talk to you about their sales budgets? If they do, are you fully aware of how they set those budgets and what they use them for? Here, we discuss what it means to set a…

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How To Build Value Before Having To Add Value

Many salespeople tell us that the way they differentiate themselves from their competition is by adding value to their products, in order for the customer to see why they are charging the price they are. Nothing wrong with this, of…

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How To Increase Your Value To Clients Without Dropping Your Price

When someone says “That’s good value!” what do they mean? Well, there are a number of ways of interpreting value and it can mean different things to different people. For some of your customers, it could mean the actual price…

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How To Build Value In A Sales Presentation

Increase the value, or the perceived value of what you sell, and you will make more sales! You have to have ways to raise the value of your product or service. By that, I mean, when the buyer feels that the…

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3 Key Drivers That Increase Value In Your Client’s Eyes

How many times do your clients talk about you reducing your prices? What do you say when the issue of price is brought up by the prospect? In which direction do you take the conversation when price is the biggest…

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5 Top Tips For Successful Consultative Selling

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…

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Follow These 4 Steps To Become A Thought Leader

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…

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3 Quick Tips On Making Notes During Your Sales 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…

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Mastering The Art Of Knowing Exactly What The Customer 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…

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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 courses like to consider themselves as consultants rather than salespeople. They tend to think that salespeople get tarred with the…

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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…

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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 …

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