Sales Presentations

How To Look REALLY Stupid In Front Of A Customer

My team and I often discuss the skills of top salespeople and how we admire their abilities to turn difficult situations around. We’re always seeking best-practice ideas that helps customers to improve their results, or increase their profits. The increasing…

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How To Present Solutions That Make The Prospect Think Differently

When salespeople present their solutions to prospects, they seldom see the whole picture. What I mean by this is that many salespeople see their product or service and present it from their own perspective. That is, they determine what are…

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The Sales System That GUARANTEES Quality Customer Responses

We’ve always been told that questions are the holy grail of the salesperson’s quest to achieve results, as they uncover valuable nuggets of information that may be hidden in a customer’s mental vault. When we ask salespeople how they prepare…

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6 Actions You MUST Take After Your Sales Presentations

I remember meeting a salesperson in my office who presented me with a product that would hopefully deal with some challenges we were having at the time. The product was quicker, more efficient and easier to use than our current…

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6 Quick Ways To Improve Your Influencing Skills

Many of our delegates on our Selling Skills Courses want to improve or increase their influencing skills because they want to impress potential buyers into buying from them. This is natural, because we want to give reasons to buy and…

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Double Your Sales With A Sat Nav?

It’s my lifeline, my saviour, my instant access to finding new destinations. Yet, since I started using satellite navigation systems, I have been lulled into a false sense of security, allowing it to control my thoughts and, against my better…

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4 Ways To Stop Sounding Like You’re Begging For Their Business!

I was asked to go on a sales call once by a Sales Manager with one of his sales people who wasn’t bringing home the bacon. He asked me to observe this salesperson to see what might be done to…

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How To Be Specific When Locking Down The Customer’s Needs

Have you ever been in a discussion with a prospect and felt that you weren’t on  the same wavelength, or your understanding of their needs was too vague to button down? Have there been situations where you possibly misunderstood their…

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How These 4 Vision Questions Stimulate Your Customer’s Thinking

When in conversation with your customer or prospect, there are many things said that are important but maybe overlooked. This happens in every conversation we have, because the normal flow of conversation means that we are discussing ideas, concepts and…

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4 Easy Steps To Deal With An Explosively Angry Customer

Human beings have never and will never be predictable animals. What to one person will be a bit of a nuisance may well be tantamount to being the end of the world to another. Certain people have standards that need…

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How To Guarantee Your Audience Will Sit Up And Take Notice

Once in a while, I come across a film or video that makes an impression on me and I say to myself that I have to let as many people as possible see it. This particular short film amused and…

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Would You Employ Any Of Lord Sugar’s Apprentices?

Yes, it’s excruciating, painful and hilarious. But it’s also a great study programme for those of us interested in the psychology of the fame-seeker. And the interest is shaken, stirred and served up with a delicate slice of hyperbole in…

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