Sales Interactions

How To Build Value In A Sales Presentation

Increase the value, or the perceived value of what you sell, and you will make more sales! You have to have ways to raise the value of your product or service. By that, I mean, when the buyer feels that the return, is greater than the investment, you will close more sales. The sale often takes place when the prospect feels…

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How To Differentiate Between What The Customer Wants & Needs

In conversations with salespeople, we sometimes ask if they know the differences between prospects’ needs and prospects’ wants. It may sound pedantic, but it can make a real difference in presenting solutions. Oftentimes, prospects will confuse their wants with their needs and vice versa. Their needs often revolve around the business; their wants often revolve around their personal gains. For…

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7 Key Phrases That Will Spark Your Sales Interactions

Salespeople are great conversationalists. That is, they find it easy to discuss opportunities and possibilities with prospects, listening to their needs and wants, and working with them to deliver great products and services. But once in a while, you need a pep up, a lifting of the spirits. Especially if things aren’t going well and sales are drying up. Well,…

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Improve Your Sales Conversations With These 4 Simple Steps

There’s a great strategy in communication that, I promise, will revolutionise the way you gain an understanding and rapport with a prospect. It’s something that I have to practice time and time again, as it doesn’t always come naturally in conversation; but when it does, it works well and gives you that clarity that so many conversations lack. The process…

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Going Beyond Features And Benefits…

Features and benefits – as sales people you must master these with regards to your products and services. How many times have you been told in training courses that people don’t buy features, they only buy benefits? This is very true, as the brain doesn’t compute what the product ‘does’, it only listens to what it will do for me….

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3 Powerful Ways To Handle The Prospect Who Demands Price Before Presentation

You’ve been there before; ten minutes into the sales interaction, the prospect is demanding to know the price. You do what you can to avoid divulging the price prematurely, but the prospect insists. If you sell a product or service such that it is impossible to quote a price until later in the process, that helps. However, when you have…

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7 Sales Phrases You Need To Use To Become More Assertive

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 the resources required to behave assertively. This may come across as submissive, passive-aggressive or even overtly aggressive at times. So, what phrases can you use in sales that will show an assertive disposition without…

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The 3 Biggest Listening Mistakes Sales People Make (And How To Avoid Them…)

Listening skills… Every sales manager and director tells you how important they are but do they actually tell you how to improve them! As sales people elevate their sales skills in other areas, often the area of listening begins to suffer, and usually it is the more experienced pros who are the biggest culprits. There are reasons that listening skills deteriorate over…

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How To Nail The Balance Of Logic v Emotion When Selling

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, responsible for fight or flight, and located at the top of the spine, close to the back of your skull. Secondly, there…

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STOP Using These Tired Methods When Opening Your Sales Interactions

The initial interaction with the buyer is one of the most critical parts of the sales process. This session establishes the ‘primary perception’ of you by the buyer. It builds your credibility and trustworthiness, and allows you an easier passage through the process. Some research suggests that you have between 15 and 30 seconds to establish that perception, either positively…

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