Consultative Selling

How To Uncover Your Prospects Needs & Wants With 1 Question

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…

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10 Ways To Combat Nerves Before A Sales Interaction

It’s a common subject brought up on our training programmes, and it can affect even the most experienced of salespeople. How do we overcome the feeling of nervousness before having a sales interaction? First, let’s highlight why nerves may show…

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The Key Sales Skills Of The Modern Sales Professional

The global situation we face means that literally everything has changed in the last few years. Change is the only constant, and businesses who have fallen by the wayside lay as epitaphs to the inability of many organisations to recognise…

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How To Find The Prospect’s Decision-Making Process

How many times have you been in discussions with a prospect and got on well, only to find that they don’t have the authority to make a decision? It happened to me a number of times when I was first…

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How To Create A Sense Of Urgency In The Sale

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…

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10 Things To Ask Your Client At The First Meeting

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…

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How To Keep Your Prospect Engaged In Your Meetings

One thing many salespeople tell us is that, when they are in a sales meeting, the prospect often will derail the subject or cause objections to be raised. In fact, they do anything but agree to buy the product! It’s…

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3 Ways Of Asking For The Sale, That ASK For The Sale

After all the preparation, proposals and meetings you’re so close to closing the deal. But there’s one thing stopping you! Asking for the sale… So let us look at a few more direct and clear ways to ask for the sale…

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How To Build Up The Gains For Your Customers

There are only two reasons why a customer’s business will want to change from what they’re doing to something else. The first is that your solutions offer something they don’t have now, and they will be able to benefit from…

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5 Ways To Kill The Sale Before It’s Even Started

It’s often said that the best salespeople don’t have to sell; they make it easy for the prospect to make the decision to buy. Even so, companies still need salespeople to actively go out there and show the results that…

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7 Key Phrases That Will Spark Your Sales Interactions

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…

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22 Ways To Critique Your Sales Meetings

One of the best salespeople I ever worked with gave me a hint into his working life and what made him so successful. He once said to me, “Sean, what do you do after a sales meeting that ensures the…

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