Consultative Selling

Learn To Consult For Better Business

Culture plays a funny game with us. We often get stuck in a rut and blame things outside our control for how we feel and the results we get. The culture we exist in keeps us in a headlock and…

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Stop Being A Salesperson & Be A Business Resource

Many surveys have been carried out asking for business-buyers’ reactions to salespeople who approach their businesses. Many buyers are impressed by the level of knowledge that some salespeople bring with them, and often comment to us about their professionalism and…

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Don’t Sell Products…Sell Results They Can Measure

I’ve listened to more presentations from salespeople than I care to remember. Many have been superb, most average, some dire. Where I see most successful salespeople getting the orders is when they remember the prospect is simply not interested in…

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The Best Way To Follow Up A Sales Call

My team gained a good client earlier this year and have just learned that they are going to get more work from them in the near future. As normal, we asked the client why they chose us and why they have…

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Questions That Get You Quality Answers

One of the best qualities that we can develop in sales is the skill of asking questions. Being able to obtain information from prospects is a pre-requisite to providing answers and services to them. When we ask salespeople what type…

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A Quick Answer To ‘Tell Me About Your Company?’

A lot of salespeople are proud about their company and the products and services they sell. This gives them confidence when it comes to discussing options with their prospects, because they feel happy to share their knowledge and information about…

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The 5-Step Consultative Sales Process That Has Stood The Test Of Time – Video Blog

The art of selling has changed dramatically over the last 30 years, and the way that sales people and business owners now prospect and sell to the customers has moved on significantly from the one-way sales monologue and cold calling…

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10 Reasons Why Salespeople Fail

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 what…

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Using Robert Cialdinis Persuasion Techniques In Sales – Video Blog

When we ask for things that we want others to do for us, many times we just ask for the favour or the request is made without outlining the reason for it to be carried out. Watch this short video…

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The Transition From Small Talk To Real Business In A Meeting

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…

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How To Make Our Goals Clear

We know that clarity brings results. It helps us focus on what we desire and so attracts the right results our way. But how do we establish that clarity? What can we do to ensure we have our goals with…

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Is The Customer Always Right?

Many service organisations live by the creed that the customer is always right. It works well when you need to convince salespeople that their business’s purpose is to achieve high margins and loyal customers. Much is stated about keeping the…

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