General Sales Skills

Referrals are like gold! They are much more powerful than all of the leads created through telesales, social or the web. 83% Of Satisfied Customers Are Willing To Refer 83% Of Satisfied Customers Are Willing To Refer < 29% Of […]

  Closing the sale is not a skill that can be learned in isolation from the rest of the sales process. Closing is one element in a chain of events that begins with the salesperson planning and preparing for sales […]

  When buying something, have you ever thought “is the price negotiable”? Would you know how to ask for a discount so it lands, or how to ask for a lower price politely? On the other side of these conversations, […]

Have you ever wondered just how good your selling skills actually are? Maybe the only way in the past to determine this is to review your commission or sales figures! But seriously, when was the last time you sat down […]

  I still receive numerous questions regarding what to say, or how to transition from the sales presentation to asking for the sale. Questions on WHEN to begin to close as well as exactly HOW to start the closing process. […]

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. Whether it’s the price you are charging or their needs to get different quotes, […]

  We often ask salespeople on our Selling Skills Training to discuss the most important aspect of sales, and many consider the sales processes that they follow as the most important aspect that will keep the sales and commissions rolling […]

Being able to negotiate effectively is one of the most important skills you can build in your sales armoury, as it has a direct effect on your margins and overall profitability, as well as ensuring your customers get the best […]

  The difference between cross-selling and upselling is quite subtle. Both are different types of selling in their own right and offer different opportunities for increasing your margins and sales at the point of sale. Chances are that you’ve already […]

  Building goodwill in business is a pre-requisite for companies to advance in their strategic forward planning. The British Department Store, John Lewis, is renowned for its quality customer service and its build-up of goodwill. Here’s what one of their […]

  Key Account Managers (KAMs) are the stock-in-trade for many businesses, as they have the responsibility of bringing in much of the business that keeps our business ticking over. What are some of the strategies that KAMs should follow that […]

  Many of us have been there. The presentation is going well, the customer is appreciating all our demonstrations, your ideas are being well-received… Then….Wham! Something goes wrong! We hear about it ALL the time in our Sales Training. The […]

  When we talk to different buyer types, we often ask what inspires them to remain loyal to suppliers. Many suppliers think it’s good value, cheap prices, and quality products. But have you ever considered how the concept of ‘satisfy […]

  How many times have you made a presentation and afterwards thought ‘that was so boring, even I wouldn’t have bought my product!’ There are many occasions where we have presented a solution and it’s not created any connection with […]

  Many salespeople often ask me how to add value to a product? They tell us on our Sales Training that the way they differentiate themselves from their competition is by adding value to their products and services, so the […]