Consultative Selling

What Are The 3 Key Points You Should Mention At Your Sales Meetings? (Find Out Here…)

So much has been said about how sales meetings should be carried out and I’m sure you’ve read most of them. The sales meeting can make or break any deal, so it makes sense to get this important stage of…

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6 Business Questions To Ask Your Prospects To Build Rapport

One of our trainers asked on a sales course recently how they open their visits with customers. Many offered the idea that they should build rapport with customers by commenting on the weather, some items the prospect has in the…

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Don’t Interrogate Your Prospect, Use This Approach…

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…

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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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3 Powerful Ways To Handle The Prospect Who Demands Price Before Presentation

You’ve been there before; ten minutes into the sales interaction, the prospect is demanding to know the price. You do what you can to avoid divulging the price prematurely, but the prospect insists. If you sell a product or service…

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7 Sales Phrases You Need To Use To Become More Assertive

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…

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3 Critical Sales Questions You NEED To Ask The Customer

Here are three critical Sales Questions you need to confirm with your customer before you have a hope in progressing the sale: Who Is Going To Make The Decision? That’s pretty obvious, but do you know who the key influencers…

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The 3 Biggest Listening Mistakes Sales People Make (And How To Avoid Them…)

Listening skills… Every sales manager and director tells you how important they are but do they actually tell you how to improve them! As sales people elevate their sales skills in other areas, often the area of listening begins to suffer, and…

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Use This 3 Step Process To Start Asking The Right Sales Questions

If ever there was a key skill that you need to study and improve upon it’s asking the right Sales Questions. You need to unearth the pain, the desire and the motivations that will get your prospect to take action….

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How To Nail The Balance Of Logic v Emotion When Selling

Scientists tell us that humans have more than one brain. Some people you know may disprove that rule (only half a brain?!) but the truth is that everyone has three parts to their brain: firstly, there’s the reptilian brain, responsible for…

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STOP Using These Tired Methods When Opening Your Sales Interactions

The initial interaction with the buyer is one of the most critical parts of the sales process. This session establishes the ‘primary perception’ of you by the buyer. It builds your credibility and trustworthiness, and allows you an easier passage…

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