General Sales Skills

  Most salespeople do not know what a Sales Battlecard is. But those that do know and use them, tell us that they are a vital tool to help them sell more effectively. Did you ever use flashcards when studying? […]

  If you want better answers, ask better sales questions — especially early in the sales process when you’re trying to create rapport with a potential customer or client. When you ask the right kinds of questions during discovery calls, […]

  Target Account Selling is a process where you prioritise and focus your sales efforts on a specific group of customers that are more likely to generate the greatest amount of revenue. TAS aims to increase win rates, deal sizes, […]

  Do you still need to like someone to do business with them or not? Is it a case of buying the person first and the product or service, second? Or have times changed as long you get the desired […]

  You work in sales, so you need a sense of humour, right? I’ve lost count of the number of funny sales memes I’ve sent my sales team over the years. They lighten the load in what is normally a […]

  “I’d like my sales team to use the consultative selling approach,” said the Sales Director. It’s a request we get asked a lot when we’re approached to deliver Sales Training for an organisation. Why is this? Well, the stereotypical […]

  Ever wondered what truly drives ‘repeat business’ and how to maximise its potential in your sales strategy? Don’t you just love it when one of your customers places a follow-up order? How about when you get a call from […]

Have you heard of the term integrative negotiation? Unless you’ve attended a Sales Negotiation Training Course you probably haven’t because it’s not a term used often but it’s a concept that can take your negotiating skills onto the next level. […]

  What is Batna Negotiation? Have you ever heard of it? This article will cover what Batna stands for and includes some Batna examples. As a modern-day salesperson have you ever found yourself in the position where your prospect or […]

Do you know the difference between needs and wants? In particular, do you know how to grasp truly what a customer wants and needs? A lot of people think that they are the same, but a customers needs and wants […]

  Masterful negotiation is a cornerstone for sales success. Calling a negotiation successful requires two things to occur in tandem. You need to get the other party to agree to your terms, and the other party should leave the table […]

  Sales is a complicated, never-ending process of building relationships with prospects, building trust, asking probing sales questions, lots of listening and moving the whole procedure through to the commitment stage and ultimately asking for the sale or order. Your […]

  You might be thinking where the term ‘coffee is for closers’ comes from? I think we’ve all watched those sales movies that either act as a lesson or a warning when it comes to sales and business in general. […]

We’ve all heard the adage, sell the sizzle, not the steak. However, I often wonder if some salespeople truly understand the concept. Let’s look at what sell the sizzle, not the steak means and how you can apply it to […]

  We all love inspirational and motivational sales quotes to keep us going… Whether it’s to help us get over a sales slump or to help keep us motivated when on top, I personally, always find great sales quotes very […]