Transactional Selling emphasises closing deals quickly, focusing on the customer’s immediate needs, and offering solutions that provide instant value. Whether you’re a seasoned sales professional or a beginner, understanding the ins and outs of transactional selling can help you […]
Have you ever heard of value-based selling and how to implement it? The clue is in the title. I’m sure you’ve always been told to sell value and to raise the perceived value of your products and services when […]
If you want better answers, ask better sales questions — especially early in the sales process when you’re trying to create rapport with a potential customer or client. When you ask the right kinds of questions during discovery calls, […]
Do you still need to like someone to do business with them or not? Is it a case of buying the person first and the product or service, second? Or have times changed as long you get the desired […]
“I’d like my sales team to use the consultative selling approach,” said the Sales Director. It’s a request we get asked a lot when we’re approached to deliver Sales Training for an organisation. Why is this? Well, the stereotypical […]
Do you know what the difference is between a need and a want? A lot of people think that they are the same, but they are different. When selling it’s important that you understand the difference between needs and wants […]
What does it take to be a successful sales professional? It’s a question we get asked a lot on our Sales Training. Our answer is always the same. It’s a case of having the skill and the will to succeed. […]
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, […]
Many salespeople tell us on our Sales Training that the way they differentiate themselves from their competition is by adding value to their products and services, so the customer sees why they are charging the price they are. Nothing is […]
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 […]
What is a belief system? Wiki would have it described as a mental representation of an attitude oriented toward the likelihood of something being true. I like that concept, because it identifies a model that supports the way someone likes […]
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 […]
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 decide […]
We all know the benefits of using quality questions in uncovering the current position our prospects are in. The better the quality of the questions, the more information you will gain. Now, imagine if there was one simple question you […]
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! And we cover is excessively in our Sales Training. Or take a look at our […]
The sales interaction went well. The prospect seems very interested, and you feel that you have covered all of the possible objections. However, the prospect sees no reason or need to act NOW. Even though you can expose problems the buyer […]
It’s an exciting time when you meet a client or prospect for the first time. It can also be nerve-jangling as you try to make a good impression, so your products or services virtually sell themselves. Opening the first meeting […]
I met a salesperson on one of our Sales Courses who was really upset that his company had raised his product’s prices by over 3%, and hadn’t given him an explanation as to why. It was simply called ‘an inflationary […]
Salespeople are great conversationalists. That is, they find it easy to discuss opportunities and possibilities with prospects, listening to their needs and wants, and working with them to deliver great products and services. But once in a while, you need […]
Many buyers have told us in the past that the one thing they hate when with salespeople is being sold to. That seems odd, when you think the reason they are there is to sell their products! But what they […]
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 […]
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 […]
You wouldn’t go on holiday without deciding where you wanted to go, planning the accommodation and deciding on what transportation you would use. So, when you are planning your approach to sales, it makes total sense to determine the strategies […]
It sounds strange that a salesperson could be considered non-assertive. Surely assertiveness is a key constituent of being in sales, isn’t it? Surprisingly, many salespeople lack the resources required to behave assertively. This may come across as submissive, passive-aggressive or […]
This sales blog is an excerpt from our 450 Sales Questions – click to download your complimentary copy. Although rapport should be built all throughout the sales interaction via the tonality that you use, your body language gestures and through active listening […]
What do you consider to be the greatest skill that any salesperson should develop to the level of excellence? Presentation skills, negotiation, telesales and asking for the sale are all contenders. Although all these are important, the key skill that […]
From time to time on our Sales Courses we’re asked about the best way to breach the subject of taking notes in a client meeting. Some state they’re worried about asking or simply taking out their notebooks because it may […]
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 […]
There are 3 main aspects of your performance in a sales meeting that can really encourage the prospects or client to come on board with you. Find out exactly what these 3 key ingredients are in our infographic below. Click […]
In our consultancies and trainings with salespeople, we consistently get asked how to be successful in the career they have chosen. There are so many answers to this question, and many books have been written with authors’ opinions on what […]
