General Sales Skills

  Selling to businesses is an ever-changing kaleidoscope of ideas, techniques and co-operations to keep your sales funnel full! It can enhance or destroy careers in a very short time period. If you’re still selling in the same way you […]

Emotional Selling Proposition – have you got one? We all know that sales are based mostly on emotion and the decision is backed up with logic. Sales logic vs emotion – that’s the law of the salesperson. So, do we […]

One feature of modern, relationship-selling is that we need to understand about peoples’ preferred buying behaviour if we are to sell to more of them. It is a fact that people buy differently. They can be known as buyer types. […]

  By different types of sales, we’re referring to the sales styles that salespeople will adopt when they are with prospects and customers. Either face-to-face or online. Over the years the styles have changed because buyers’ needs have changed. We’ve […]

  Preparation is key when meeting a new client. You certainly don’t want to risk ‘winging it’ with someone new, especially if it’s the first time you have met with them. This is a great opportunity to find out whether […]

  What is a belief system? Wiki would have it described as a mental representation of an attitude oriented toward the likelihood of something being true. I like that concept, because it identifies a model that supports the way someone […]

  Every wondered what makes a good negotiator? Negotiation comes from the root word ‘negotiat’ meaning ‘done in the course of business’. In other words, it’s a natural part of the conversation process when dealing with prospects, so if you […]

  One of the keys to increasing sales is getting under the skin of the prospect or your customer, so ascertain the real needs and to get them to understand how they can improve their business using your solutions. Without […]

  What’s most important to your prospects? When we ask this question, many salespeople we train will answer “to save money!” And, while that’s often the main topic of conversation, it rarely transpires as the REAL criteria prospects use to […]

If you want to create a true emotional connection with your prospects and clients, then I recommend that you improve storytelling skills. Indeed, in my opinion sales storytelling can be your superpower and really separate you apart from your competition. […]

  “The customer is always right” I’m sure you’ve heard these oft-quoted words from Harry Gordon Selfridge, the founder of the department store that bears his name. And how often have you thought of those words and cringed when the […]

  We all know the benefits of using quality questions in uncovering the current position our prospects are in. The better the quality of the questions, the more information you will gain. Now, imagine if there was one simple question […]

  You’ll no doubt agree that one of the most important key skills you need to develop today as a salesperson is that of communication. Ok, it’s a well-banged drum, but I’m going to say it again anyway…you simply will […]

  Unless you’re working with customers who are purely in transactional mode, the holy grail of sales is gaining repeat business. Turning a one-time customer into a loyal client increases revenue, profit and probable recommendations exponentially. So, how can you […]

  It’s a common subject brought up on our Sales Training Courses, and it can affect even the most experienced of salespeople. How do we overcome the feeling of nervousness before having a sales interaction? First, let’s highlight why nerves […]