Many of us have been there. The presentation is going well, the customer is appreciating all our demonstrations, your ideas are being well-received… Then….Wham! Something goes wrong! The laptop freezes. The demonstration falls apart. A member of the buyer team…
Thomas Edison was an American inventor and businessman who has been described as America’s greatest inventor. Although he patented nearly 1,100 ideas, many people remember him for the invention of the long-lasting and practical electric light bulb. So many experiments…
Branding is a key component in determining your success in sales and marketing. You may not think that, as a salesperson, your input to how your brand is perceived or recognised should be a priority; isn’t the experience the customer…
How many times have you made a presentation and afterwards thought ‘that was so boring, even I wouldn’t have bought my product!’ There are many occasions where we have presented a solution and it’s not created any connection with the…
Do you know what the difference is between a need and a want? A lot of people think that they are the same but they are different. When selling it’s important that you understand the difference between needs and wants…
What exactly is ‘active listening’ and why can it be so difficult at times? As the term suggests, active listening skills can be developed, as it is a skill. Like any skill, it can improve with practice. But we have…
How many times have you walked away from a sales meeting, returned to your office and stated that the sale is in the bag, and it’s just a matter of getting the signature on the contract? How often have you…
As we were growing up, one of our fondest memories is often associated with sitting on our parent’s knee, being read a story. It created that initial and long-lasting bond between us. Maybe we were intrigued by a fairy-tale, or…
You’ll no doubt agree that one of the most important key skills you need to develop today as a salesperson is that of communication. Ok, it’s a well-banged drum, but I’m going to say it again anyway…you simply will not…
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…
We’ve never been so time-poor. With everything inside and outside of our control exerting pressure on us to deliver, it’s not surprising that many things that should be done miss their deadline. One of those things that often goes by…
Communication, communication and more communication. No pun intended here, but for some sales managers, communication is just talk. Effective and proactive communication is as integral to your sales team as professional training, solid sales support and even good sales people….
