Consultative Selling

3 Critical Reasons Why You Should NEVER Reveal The Price Until You’ve Built Up The Value

You know the age-old Golden Rule—“Do not reveal the price until the end.” Even if you are new to sales, management has told you that you have to wait until the closing stages before you tell the prospect the price. However, does such a rule or concept still have merit, especially in dealing with today’s modern and educated buyer? Since…

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Internet Killed The Telesales Star?

32 years ago Brit band “Buggles” released their smash hit “Video Killed The Radio Star”, which paid homage to the way that technological advantages in television had crushed the success of the radio with its modern capabilities. In today’s modern world, could we now be seeing the start of a new revolution? Has the internet and social media killed off…

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The Four Dimensions Of The Trusted Advisor

Trusted advisor blue stamp

You want the customer to view you as more than a sales person. You want them to view you as more than a consultant. You need them to view you as a trusted advisor. Only then do your views, your comments, your suggestions, your advice actually hit home to the client and make them pay attention to the ideas you…

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4 Things Clients Want From You Every Time

Two minds connecting

The days are long gone since you could pitch up at a client’s office, tell him about your products and services, do a little negotiating and close the deal. Today, the emphasis is on building relationships, long-term and mutual. To do this, the salesperson needs to earn the right to continue the discussions, build integrity, establish reliability and offer the…

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3 Steps To Converting To Consultative Selling

People sitting down at a meeting

Many salespeople have heard the reasoning behind why they should be concentrating on consultative selling, and may have even tried to achieve that end goal. But many more have wondered how they actually start on the road to consultative selling, so here are some ideas to get the ball rolling and the confidence flowing: Firstly, don’t talk about price or…

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Become More Collaborative And Consultative

Word success spelt on wooden table

Our buyers have changed over the past few years. Those who were around in the early part of this century have either been replaced, moved on or changed the way they buy. Selling in the same way as we always have means we miss out on opportunities, because the buyer who bought from us with that style doesn’t exist any…

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6 Ways You Can Become A Trusted Advisor To Your Customer

Trusted Advisor red

There are many levels of service that you can achieve with your customers, and many salespeople are quite happy to achieve the status of supplier to their businesses. At this level, you continue to offer products and services as and when the customer needs them, and the relationship rarely goes beyond making sure the goods are delivered on time. Some…

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How To Be A Successful Salesperson In 2011

Word success spelt on wooden table

What’s happening in sales in 2010 has been predicted for a long time now. By whom? By your customers. You have been warned! The way we sold in the nineties and even the early part of this century is now dead. Or it should be. Why? Because the type of customer who bought in those days isn’t around anymore. Even…

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How To Build Your Business Acumen

Businessman with five stars

‘If you build it, he will come’. Remember that line from the film Field of Dreams? Well, you would be wise to follow Kevin Costner’s advice and build it yourself. Build what? And who will come? If you don’t build it, you won’t be around in 2011. Or at least you won’t be as successful as you could be. What…

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Helping Customers Make Decisions

Businessman picking an arrow making a decision

Your ability to sell is most often tied in to your ability to help customers make the best decisions for themselves and their businesses. Having seen many salespeople try to persuade customers by telling them how good their products and services are, we have written many times of the need to put on the buyer’s mind-set, see things from their…

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