Consultative Selling

How To Persuade The Customer To Make The Correct Decision

It’s often considered that the ability to be able to persuade someone to make a decision is a key skill in a salesperson’s armoury. For many, it means that you can sell something that maybe the customer hadn’t thought they…

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Here’s One Way To Inspire Your Sales Team…

Sales meetings are those events that can make or break a salesperson’s day. When they are encouraging and inspiring, they can build you up for the whole day and have you motivated to become the salesperson you really can be….

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How To Take Effective Notes During A Client Meeting

From time to time on our Sales Courses we’re asked about the best way to broach the subject of taking notes in a client meeting. Some actually state they’re worried about asking or simply taking out their notebooks because it…

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How To Spend The Five Minutes Before Meeting Your Prospect

Some salespeople relish meeting new prospects. They love the anticipation of the initial stages, are keen and eager to assess the business opportunities and are happy to build relationships that sometimes last years. Others are not so secure. They become…

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Digging Deep to Find the Gold – The Art of Asking Quality Questions in a Sales Call

I once read of an expedition to find hidden treasures in the Middle East. Rumour had it that wealth beyond compare had been buried in caves by ancient people who had been trying to escape war-mongering looters. The surveys carried…

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Guidelines For Asking The Best Quality Questions In A Sales Meeting

The brain is the most wonderful computer on the planet. In fact, it’s pretty much an insult to the brain to compare it to a computer. Even the most powerful computer built is left a distant second to the brain…

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Buyers Not Buying? Here’s Why…

It’s a beautiful day here and the cricket season is at its height. A batsman will settle himself in before trying to hit the ball to the boundary, or steering it towards the ropes through the off-side (apologies to you…

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We’re Consistently Underwhelmed & Your Prospects Are Begging For This…

I’m going to go out on a limb here but I bet you’re hardly every “wowed” nowadays. As a nation we’re consistently underwhelmed. What do I mean by this? Well… We’re consistently underwhelmed by the level of service we receive…

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How Pain and Gain Can Help Clients Make Decisions

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…

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The Best Sales People Make Effortless Rapport, But It’s Not What You Think

Building rapport is the holy grail for many sales people. They think that if the relationship is cemented before they try to pitch their product, then they stand a better chance of successful outcomes. What do most people think ‘rapport is? Most…

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How To Discover Needs At The Start Of A Prospect Meeting

In a previous blog post called “Why You Should Only Present Solutions To Needs & Not To Problems” I stressed the importance of presenting your solutions to the prospects needs and not just their problems. After all, a prospect can…

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Why You Should Only Present Solutions To Needs & Not To Problems

“He keeps talking in techno waffle! I don‘t  understand half of what he says. I’ve got a simple problem that needs solving, not something that requires a Rocket Scientist!“ – A Confused Prospect I come across this a lot. You …

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