Planning & Mindset

Sales Skills Test

Building From Relationship To Transaction

When you sell your products and services, it’s imperative that you learn your clients’ behavioural patterns and how they use your products to achieve results. They don’t buy your products at all, even though you put the emphasis on what […]

The One Attribute That Makes A Big Difference

Salespeople often ask which is the most important skill they need to be successful in modern-day sales. Personally, I don’t believe there is just one skill that will put someone head and shoulders above the rest. But if I was […]

10 Qualities That Make A Super-Salesperson

All salespeople are judged on the results they achieve. It’s no good making all the calls, completing all the paperwork and carrying out the essentials if the orders aren’t coming in and the margins aren’t being met. It’s always good […]

5 Myths & Misconceptions Of Top-Quality Salespeople

Our profession is full of myths and misconceptions. It has a plethora of ideas and techniques that have followed sales people down the ages, some of which have been built on shaky ground, others on foundations that are so old […]

Become A Thought-Leader To Add Value

Branding is one of the key components of marketing your products and services, and branding has become a multi-million pound industry, with so many companies using their brands to leverage their marketing positions. Branding, though, can be lost in the […]

How To Overcome Your Fears & Focus On Results

A report this week detailed the fact that children at school are losing the ability to concentrate for long periods of time. They have shorter attention spans than they did even 10 or 15 years ago. This is caused on […]

How To Build Your Personal Brand As A Salesperson

Branding, the process of creating an emotional connection to a company or product, has been the subject of many studies and much research. Most of that research has revolved around the companies who have a high or low reputation and […]

Positioning Yourself As A Sales Professional

Your brand is what goes before you. Everything you do reflects on that brand. Your image can be enhanced or stained depending on what you do or say to or with prospects. Branding is a professional statement of what your […]

In A Sales Slump? Try This

“Momma told me there would be days like this…” is sometimes all you can say when it looks like nothing is working. Suddenly, you can’t seem to close, leads have dried up and you don’t know what is going to […]

Top 5 B2B Prospecting Mistakes To Avoid

Prospecting mistakes are the most deadly errors you can make in professional selling, in large part because they are so difficult to quantify. Sales mistakes and blunders in the sales process or in closing are much easier to recognize and […]

Top Five Reasons Sales People Fail

Sales people can find dozens of reasons for failure, as can many sales managers and supervisors.  However, there really aren’t a whole lot of reasons for failing in professional selling.  The reasons may come in all kinds of shapes and […]

Get Rid Of The Sales Pitch Mentality

I don’t know exactly how in the world the word “Pitch” ever became associated with the world of selling. I do know that I personally do not care for the term. So many sales people and organisations still talk about […]