Consultative Selling

3 Key Ingredients For A Successful Sales Meeting – Infographic

There are 3 main aspects of your performance in a sales meeting that can really encourage the prospects or client to come on board with you. Find out exactly what these 3 key ingredients are in our infographic below. Click…

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How To Deal With Difficult Prospects

How do we sell to people who we would describe as ‘difficult’? Have you had those occasions when you just think, ‘What have I done to deserve this prospect?’ We all have difficult clients sometimes. We don’t understand them; we…

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The Ultimate Question That Gives You The Ultimate Answer

In a book I hold dear in my library, business loyalty guru Fred Reichheld revealed the question most critical to your company’s future: “Would you recommend us to a friend?” Just think about that question for a moment. If you…

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Asking Tough Questions Gets You The Business

I get a real kick out of getting new business. Call it an ego thing, or whatever you like, but when a customer signs on the line that is dotted, it makes me feel good about myself, my company, my…

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Don’t Encourage The Fight-Or-Flight Response

One of my trainers recently asked a course delegate what his favourite ‘closing’ statement or question was. We often invoke this kind of discussion on our programmes, just to see if anyone is still working from the old mindset of…

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A Great Way To Get Information From Prospects

There’s a saying that sums up where most people’s careers end up, and it goes something like “If you don’t know where you’re going, you’ll end up anywhere”. And it’s also true when you’re having a conversation with a prospect….

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You’re Kept Waiting For 45 Minutes & Then Told You’ve Only Got 30 Minutes – Now What?

So you’ve really done your homework on this new prospective client. You’ve put in hours of preparation for this meeting and you’ve set off early to travel the 120 miles to meet with them. And because you hate being late…

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How To Create A Feeling Of Dissatisfaction In A Prospect

Have you spoken to prospects and they’ve said ‘Thank you, but I’m happy with what I’ve got’? This is the single most common response to salespeople today, in person or on the phone. the prospect has no reason to change…

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How A Salesperson Made A Great Impression

I love buying things. But I hate being sold to. I’m sure you’ve heard that many times, and have experienced it yourself so many times, too. And I had an example recently where I was sold to, but didn’t even…

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What To Do When Waiting For The Prospect

So, you’ve done all the hard work in preparing for the visit to your prospect. You’ve got all the materials you need, the traffic’s been ok and you’ve arrived on time. You ask for the prospect at reception and you’re…

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How To Contribute Effectively To Your Sales Meetings

Be honest. How much do you REALLY LOOK FORWARD to your sales meetings with the boss? Chances are your immediate response ranged from ‘somewhat’ to ‘I’d rather have root-canal work done!’ Why do many sales meetings end up being a…

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Avoid Five Errors That Many Salespeople Make

Most of my working life has been spent in sales. There have been examples of good, bad and ugly that have stayed with me over the years. During the time that I’ve been involved in training and coaching salespeople, I’ve…

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