General Sales Skills

  If only everyone was the same, it would make selling a lot easier. Just imagine if you could predict how they buy, their behaviour and their next move. We’d all have smiles on our faces as we went into […]

  When we work with Sales People on our Account Management Training open course we are often impressed by their knowledge, skill-sets and attitudes that drive them to success. So that we can share their successful attributes and maybe model their […]

  I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need […]

  Key Account Managers (KAM) are the lifeblood of any organisation wanting to grow and develop their network and a loyal client base. Excellence in the role often comes from natural characteristics, but is also forged through building skills that […]

Consultative selling is a sales approach where you act as an advisor rather than a product pusher. Instead of walking into a meeting with a pitch ready to go, you ask questions, listen properly, and build your recommendation around what […]

  So, what exactly is a Key Account? Think about your own organisation for a moment and what you class as a key account.  Is there an easy to follow definition? Does everyone understand what one is? Or are they […]

Have you ever tried developing a sales strategy How did you find it? Just as you wouldn’t go on holiday without deciding where you wanted to go, planning the accommodation, and deciding on what transportation you would use… when you […]

  Are you in need of some assertive phrases to add to your bank? It sounds strange that a salesperson could be considered non-assertive. Surely assertiveness is a key constituent of being in sales, isn’t it? Surprisingly, many salespeople lack […]

Are you looking for a sales video funny? Whether it’s for a Sales Training session or maybe a sales meeting that you’re running it’s always good to lighten the load! So I’ve hunted high and low and found 5 of […]

  Most salespeople are good at winning clients. Fewer are good at keeping them. That gap rarely comes down to product quality or price. It comes down to how the client feels about the relationship over time. Whether they feel […]

  Scientists tell us that humans have more than one brain. Some people you know may disprove that rule (only half a brain?!) but the truth is that everyone has three parts to their brain: firstly, there’s the reptilian brain, […]

  One definition of assertiveness is being confident and direct in dealing with others. Assertive people know what they want and aren’t afraid to ask for it. They also respect the feelings and needs of others and are prepared to […]

  There are times when the customer simply wants to let off steam. Maybe the delivery you promised hasn’t arrived. Or some of the equipment has broken down. Or there’s simply too much pressure on the prospect and they must […]

  Your opening is everything. It doesn’t matter how good your product is, how competitive your pricing is or how well prepared you are. If the first thing out you say doesn’t land, you will not get the chance to […]

  This is an interesting and, for some salespeople, a ‘killer’ response from a prospect when you are presenting your solutions. Your product may be the best in the make, you may have all the gizmos that impress other clients, […]