Consultative Selling

  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 […]

This is an interesting question that came up in one of recent sales courses. The sales person wanted to know if there was an ideal time period to spend on idle chit-chat (or rapport-building, as he termed it) before getting […]

  You’ve spent years perfecting your craft and learning everything there is to know about what you sell and the competition. However, you have to be careful not to allow that knowledge to flow too swiftly. The Instant Response Of […]

  Are you an order taker or a salesperson? What do both mean and what is the difference between the two? The difference between a professional salesperson and an order taker is like the difference between a vulture and an […]

  “Find the prospect’s hot button and push it” One of my earliest sales mentors told me this during the first ever Sales Training that I attended. We’ve heard these thoughts before; but what do they mean? Is it to […]

  You know the age-old Golden Rule—“Do not reveal the price until the end.” Even if you are new to sales, management has told you that you have to wait until the closing stages before you tell the prospect the […]

  One of the best one-liners I’ve ever heard in sales is this: “Always remember that people buy for their own reasons and not yours” This is so true for a number of reasons and this should be engraved on […]

  I remember my nan used to love Columbo. Everytime I was around her house as a youngster Peter Falk would be on solving another murder case wearing that horrible overcoat! I loved the way he used to play dumb […]