Planning & Mindset

3 Top Qualities Of The Modern-Day Sales Professional

I talk constantly about the modern-day buyer and how they have evolved from those of the past. However, the modern-day seller must evolve as well. Short and sweet, here are the three top qualities of the modern-day sales professional. Today’s Sales…

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How To Effectively Implement Your Sales Process

One definition of ‘process’ is ‘a systematic series of actions directed to some end: a continuous action, operation, or series of changes taking place in a definite manner’ A good sales process will give you a good framework and template…

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6 Questions To Ensure You Build Value For Your Customers

You know well how customer don’t buy on price alone. The risk that is taken when they buy the cheapest option is sometimes too great and so other components are taken into account when decisions are made. We often say…

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How To Go From Salesperson To Sales Consultant

You will be aware of the changing nature of sales, driven by the ever-evolving requirements of businesses and their decision-makers. The old way of selling (cold-call, qualify, present, resolve, close) is being superseded by the consultative and insightful approach of…

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5 Steps To Effectively Follow-Up Prospects

What strikes me as strange and rather puzzling is a piece of research I read this week that said less than 10% of salespeople actually follow up a prospect more than once after they have sent a proposal. I had…

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How To Turn Failure Into Success In Sales

Let me say something that, on the face of it, may sound puzzling. You learn more when things are going badly than when they are going well. Go on, admit it…that’s an interesting statement (even if you don’t agree with…

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How To Read Your Prospect’s Mind

Becoming a mind-reader is a dream for most salespeople. To know what your prospect is thinking, being able to react and guide the conversation in a way that builds rapport really quickly, is actually easier than you might think. Especially…

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The 2 Biggest Fears Of Selling

Do you know what the two main fears of selling are? Want me to tell you? Well, they are: 1) The Fear Of Rejection From You 2) The Fear Of Making A Mistake From Your Client Let’s look at these a…

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5 Ways To Create, Develop & Maintain Optimism As A Salesperson

Optimism has been described as a mental attitude reflecting a belief or hope that the outcome of some specific endeavour, or outcomes in general, will be positive, favourable, and desirable. It comes from the Latin ‘Optimum’ meaning ‘best’ and is…

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3 Techniques To Pick Yourself Up After Losing A Sale

No matter how good your sales technique, even the best of us will not get a 100% closing ratio. Be it a buyer who isn’t ready yet to make a decision, or a poor meeting where the sales person doesn’t…

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In A Sales Slump? Here Are 7 Ways To Boost Your Confidence & Motivation

It happens to us all. Even though you are doing the same things that you were doing when sales were up, you enter that phase where nothing closes, no-one wants to talk to you and the competition start taking over….

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How To Develop A Sales Strategy In 5 Easy Steps

You wouldn’t go on holiday without deciding where you wanted to go, planning the accommodation and deciding on what transportation you would use. So, when you are planning your approach to sales, it makes total sense to determine the strategies…

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