Consultative Selling

Use These 6 Opening Statements To Make Your Sales Interactions More Effective

Last time, we discussed how your ‘elevator speech’ could be full of mistakes and not do what it’s supposed to do, i.e. open your conversation effectively with a prospect. We covered six of those mistakes and why they shouldn’t be…

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Use These 2 Examples To Uncover Prospect Needs

You’ve probably been on courses where you’ve discussed the different types of questions that are available to you. You’ll have heard of open questions and closed questions. You’ll be familiar with probing questions and possibly leading questions, too. But the…

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Ask This Exact Question To Unearth Your Prospect’s Needs

How many times have you presented your products to a prospect and got a flat refusal or, at the very least, an objection? ‘Tell me about it, Sean’ I hear you say. ‘Like….every time I present?’ Yes, it’s one of…

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The 4 Word Statement That ALWAYS Builds Value

When I was searching for a new car I did all the necessary research and visited a number of dealers for a test-drive that would convince me I had made the right decision. I don’t have many needs in a…

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21 Questions That Will Build Instant Rapport

This sales blog is an excerpt from 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 skills,…

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Follow These 4 Steps To Become A Thought Leader

I had an interesting meeting a week back with a prospect I had never heard of. Here’s what happened: my team fielded a call from someone who was adamant they needed to speak to me, and me only. He was…

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3 Quick Tips On Making Notes During Your Sales Call

One of my sales trainers had an interesting discussion with a sales team recently, where the team were seeking advice on how they could make their sales records less over-whelming. No-one had ever given them recommendations on how to make…

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Mastering The Art Of Knowing Exactly What The Customer Wants

What do you consider to be the greatest skill that any salesperson should develop to the level of excellence? Presentation skills? The ability to negotiate effectively? Prospecting skills? Although all these are definitely important, the key skill that salespeople always…

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8 Traits That Will Transform You From Salesperson To Trusted Consultant

I think by now, we all acknowledge that consultative selling is the way to go. Most salespeople we see on our sales courses like to consider themselves as consultants rather than salespeople. They tend to think that salespeople get tarred with the…

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Ask Open Or Closed Questions? I Don’t Care!

Asking questions; probably THE single most important skill that you can possess as a sales professional. I’m sure you’ve attended courses in the past that cover questioning techniques and their use in the sales discussion. Many times we are told…

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Dealing With The Different Levels Of Stakeholders In The Buying Company

You’ll be well aware of the different levels of stakeholders in the companies you are dealing with. It will be good to categorise these so you can plan how to make each of these levels’ lives easier so it makes…

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6 Methods To Discover What Your Customer Really Thinks About You

One of my trainers had an interesting conversation with a salesperson on a recent course. The discussions revolved around how close we should get to a customer’s business and whether there is value in knowing how the customer really thinks…

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