Over 1,000 tips and techniques
to help you win more business
How many times have you been in discussions with a prospect and got on well, only to find that they don’t have the authority to make a decision? It happened to me a number of times when I was first…
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…
As a sales manager, there are many responsibilities that you hold in terms of results as well as performance. You’re paid for the results you achieve; the more you achieve , the more successes you can measure. All managers realise…
Selling today is all about recognising the true motivations of buyers and aligning your presentation/solution to match their needs and desires. We all know that. So, with an up-to-date buyer, who has little in the way of time and resources…
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 The old way of selling (cold-call, qualify, present, resolve, close) is being superseded by the consultative and insightful approach of…
So you’ve achieved that great goal of getting a referral from a customer. This is the holy grail in sales; getting a warm lead without having to do the marketing to achieve it. How should you approach this referral? Here…
We had an enquiry last month from a sales manager who asked us to work with his sales team for half-a-day on closing techniques. He said his team was good at relationship-building but when it came to the close, they…
In today’s marketplace of shrinking budgets, growing competition and modern, sophisticated buyers, establishing stronger client loyalty is not easy. There always stands a competitor ready to offer lower prices and higher value, while buyers are also looking to play companies off…
The sales interaction went well. The prospect seems very interested, and you feel that you have covered all of the possible objections. However, the prospect sees no reason or need to act NOW. Even though you can expose problems the buyer…
No matter how good your discussions have been with a prospect, there will come a time when you simply have to talk about lowering your prices. Even though you’ve built up your value, it still seems the prospect wants to…
It’s an exciting time when you meet a client or prospect for the first time. It can also be nerve-jangling as you try to make a good impression, so your products or services virtually sell themselves. Opening the first meeting…
One thing many salespeople tell us is that, when they are in a sales meeting, the prospect often will derail the subject or cause objections to be raised. In fact, they do anything but agree to buy the product! It’s…
