Consultative Selling

450 Sales Questions – What To Ask In Any Situation

THE IMPORTANCE OF… Sales Questions The quality of the sales questions that you ask your prospects and customers will ultimately determine how successful you are in your sales career. Almost everything in your sales role focuses around asking quality questions…

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How To Deal With Your Competition When In A Sales Meeting

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. Whether it’s the price you are charging or their needs to get different quotes,…

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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 Prescribe The Right Solution For Your Customer

If you’ve ever had to visit the doctor with a complaint, you will know the processes and procedures they go through to diagnose it and prescribe the answer. They have studied for many years to become the doctor you see…

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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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Follow These 5 Steps When Preparing For A Sales Meeting

Having achieved the goal of setting a sales meeting with a customer or prospect, what would be the best way to ensure, as much as possible, its success? Follow these five ideas in order to make sure you are fully…

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What To Include In Your Agenda When Meeting A New Client

Preparation is key when meeting a new client. You certainly don’t want to risk ‘winging it’ with someone new, especially if it’s the first time you have met with them. This is a great opportunity to find out whether this…

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How To Find Out What The Prospect Values Most

Years ago, when I was on holiday in Disneyland, my family and I were enjoying a drink and some snacks when we were approached by one of the sales staff from the resort we were staying at. He recognised us…

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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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5 Questions To Ask To Really Understand Your Buyer

One of the keys to increasing sales is getting under the skin of the prospect or your customer, so ascertain the real needs and to get them to understand how they can improve their business using your solutions. Without that…

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How To Articulate Your Value Proposition In 5 Minutes Flat

What’s most important to your prospects? When we ask this question, many salespeople we train will answer “to save money!” And, while that’s often the main topic of conversation, it rarely transpires as the REAL criteria prospects use to make…

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The Best Type Of Question That Gets Quick Answers

What makes a great salesperson? Product knowledge? Great organisation and timekeeping? The ability to prospect effectively? All these are, of course, vital in the armoury of the salesperson who wants to make a success of their profession. But there’s one…

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