General Sales Skills

  Rapport building questions should guide every sales interaction, enhancing it through your tonal choices, body language, and active listening skills. From the first moment you meet a prospect—at the reception, walking to the meeting room, during a phone call, […]

Many salespeople we talk to are happy to discuss their sales techniques and what they do right with their clients. The topics often drift onto which customers they love dealing with and which they would sell to the devil himself […]

  Most companies agree that loyal customers are the lifeblood of their business. Clients who return continuously to restock or re-purchase make it easy for companies to provide service and back-up because the effort needed to ensure satisfaction is minimal. […]

  You might think that this article is about the famous line: Always Be Closing! It isn’t. It’s about something completely different and in my opinion will be much more valuable to you than those hard selling words of the […]

  If you aim to become your customer’s trusted partner, you should focus on making the purchase and use of your products both easy and profitable. This is fundamentally why people choose to buy products—to simplify their lives or enhance […]

Excellence is a word that is bandied about so much these days that it can often lose its meaning or its differentiation. The dictionary defines it as ‘being exceptional, being superior in some way, achieving extreme merit, pre-eminence or distinction’. […]

  We often conjecture at what great salespeople do to create the status of being ‘great’. If, however, we were to study those people who are not so good, we can identify habits that act as warnings for us and […]

  Every person you have ever met has a strategy they use to make decisions. Whether it’s to go for a particular food or to choose a particular career, the way people decide is hard-wired into the parts of our […]

  You’ve been there many times. You’ve convinced the customer that the product is right for them and the quality is just what they want. Then the bombshell hits – they start talking about price. Price is always a mirror […]

  From time to time on our Sales Courses we’re asked about the best way to breach the subject of taking notes in a client meeting. Some state they’re worried about asking or simply taking out their notebooks because it […]

The Wolf of Wall Street’s story; his rise, his lies, his demise and now the resurrection of Jordan Belfort’s career has fascinated me. So much so that when he came to London at the Excel Centre to run a short, […]

  You’re nearly there. The sale is drawing to a close and you’ve been negotiating back and forth. You can see the light at the end of the tunnel and finally the relief comes over you as they say “Right, […]

The whole economic world has changed in the last few years. It will never be ‘business as usual’ again. Most companies that haven’t adapted to the changes will either no longer exist or will have suffered dramatically. One thing that […]

  Before we can effectively guide clients towards our products and services, it’s crucial to delve into their pains and gains. How can we tailor our approach to address their needs and capitalise on their motivations? When we are working […]

Ever heard of Jordan Belfort’s ‘Straight Line Selling’ technique? The Wolf Of Wall Street in my opinion is one of the best sales movies of all time. I just love it. I love it for the fast pace of the […]