Consultative Selling

Make Your Solution Essential Rather Than Desirable

On our courses, we often ask sales people ‘what exactly do you sell?‘ After we’ve got through the list of products and services, they cotton on that people, their prospects,  don’t buy those things. So we get answers like ‘solutions…

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How Do You Know You’re On The Right Track?

Sales is an unpredictable profession at the best of times. You may be up one moment and down the next. And a lot of the unpredictability comes from the ‘not knowing’, the lack of clarity of where you are in…

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How To Deal With A Fixed Budget

Many times, your prospect will state that the budget they are working to is fixed, cannot be moved and must not be exceeded. They have a firm figure in mind and you would be asked politely to leave the office…

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The Effects Of Giving Discounts On Your Products

I always enjoy reading true stories that readers send in. They offer a real perspective on how life is like for sales guys out there in the big world. Sometimes these stories highlight points that are worth sharing and today’s…

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How Your Sat-Nav System Could Help You Sell More

Let’s say you’re going to visit a new prospect. You have all the details you need and you’ve prepared for the visit. The only thing you need to do now is get to their office or place of work to…

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Getting Beneath The Surface Of Your Prospects’ Beliefs

My team and I have sat in on many visits with sales people, listening to great examples (and not so great!) of consultancy sessions, where the client has specific needs and the salesperson deals with those needs. Recently, I came…

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Exactly What Are “Hot Buttons” And How Do You Use Them In A Sale?

We have all heard the terminology about the so called “Hot Button.” “You have to find the prospect’s hot buttons…” “Push their hot buttons…” etc. But here is a question for you: What exactly are hot buttons? The last time…

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Are You Still Throwing Mud At The Wall Hoping Some Will Stick?

In today’s era of the modern and educated buyer, many sales people wonder if the idea of a planned sales interaction is best, or if you should essentially throw mud against the wall. The thought is that today’s buyer is…

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Are You Using Your Brand Too Much In The Sales Process?

You have spent years building up your reputation and your company has invested decades and hundreds of thousands of pounds establishing your brand identity in the marketplace. You are now at that point where people know who you are and…

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3 Times When You Absolutely, Positively Need To SHUT UP!

Let’s not even debate the point. It’s a fact that most sales people just talk way to darn much! In particularly, when the pressure is on and the sale hangs in the balance, suddenly a near involuntary muscle spasm ensues and…

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How To Handle The Prospect Who Wants To Talk About Politics And Religion

Sometimes you will run into that prospect who wants to goad you into small talk of a sensitive nature such as politics, religion, racial or even sexual issues. Often, the prospect wants to use you as a sounding board for…

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How To Get The Prospect To Believe In You

You can have all of the sales techniques in the world, a great product and service, plus a more than fair price; but if the buyer does not believe in you or trust you, you will not be successful. Please…

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