We’ve always wanted to conduct more online sales meetings with our prospects but have probably been too scared to actually push through with it all. “You can’t beat face to face” said many a Sales Manager. And they’re probably right. […]
Have you ever wondered just how good your selling skills actually are? Maybe the only way in the past to determine this is to review your commission or sales figures! But seriously, when was the last time you sat down […]
Selling is tough at the moment isn’t it? We’ve had over 82 sales training programmes postponed! Some have moved over to virtual channels like webinars and online training, but a lot are just waiting it out. You might be in […]
I still receive numerous questions regarding what to say, or how to transition from the sales presentation to asking for the sale. Questions on WHEN to begin to close as well as exactly HOW to start the closing process. […]
You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. Whether it’s the price you are charging or their needs to get different quotes, […]
When selling on the phone, whether it’s our services or the specific products that drive our commission, we seldom get people who agree to make the decision to buy immediately. We know it’s a long-drawn-out process to go from initial […]
We often ask salespeople on our Selling Skills Training to discuss the most important aspect of sales, and many consider the sales processes that they follow as the most important aspect that will keep the sales and commissions rolling […]
Being able to negotiate effectively is one of the most important skills you can build in your sales armoury, as it has a direct effect on your margins and overall profitability, as well as ensuring your customers get the best […]
What would you consider to be the most important parts of the sales call, when calling a prospect? Well, one of my consultants was with a company recently and was listening in to their sales reps’ calls to set up […]
It is 6 to 7 times harder to convert a new customer than to sell to an existing one. This is exactly why Key Account Management is one of the most important aspects of the sales process and an integral […]
The difference between cross-selling and upselling is quite subtle. Both are different types of selling in their own right and offer different opportunities for increasing your margins and sales at the point of sale. Chances are that you’ve already […]
Good discovery skills are essential if you are to reach the top level of retail sales: being recognised as a trusted advisor by your customers. When you are in this position people will talk more openly to you and […]
This may sound a quite simple topic but you really need to have deep understanding of your product knowledge with regards to what you sell. There’s much more to it than just understanding features and benefits. There are a wide […]
I was in Dublin recently with a MAJOR player in the food retail industry and it reminded me of two of the very best retail sales tips that every store should use. So it doesn’t matter what you sell in […]
Building goodwill in business is a pre-requisite for companies to advance in their strategic forward planning. The British Department Store, John Lewis, is renowned for its quality customer service and its build-up of goodwill. Here’s what one of their […]
Key Account Managers (KAMs) are the stock-in-trade for many businesses, as they have the responsibility of bringing in much of the business that keeps our business ticking over. What are some of the strategies that KAMs should follow that […]
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! We hear about it ALL the time in our Sales Training. The laptop […]
When we talk to different buyer types, we often ask what inspires them to remain loyal to suppliers. Many suppliers think it’s good value, cheap prices, and quality products. There are many different types of selling but the answers we […]
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 […]
In sales, a lot can depend on the outcome and results of our efforts. If we succeed or progress with the sale, we tend to increase our motivation, improve our self-esteem and build our credibility. If we lose a sale […]
Many salespeople tell us on our Sales Training that the way they differentiate themselves from their competition is by adding value to their products and services, so the customer sees why they are charging the price they are. Nothing is […]
Selling to businesses is an ever-changing kaleidoscope of ideas, techniques and co-operations to keep your sales funnel full! It can enhance or destroy careers in a very short time period. If you’re still selling in the same way you […]
While setting appointments over the telephone seems to be becoming increasingly difficult, the need and importance of being able to pick up the phone and set quality appointments remains high. Yes, there are now many alternative prospecting avenues available […]
Emotional Selling Proposition – have you got one? We all know that sales are based mostly on emotion and the decision is backed up with logic. Sales logic vs emotion – that’s the law of the salesperson. So, do we […]
One feature of modern, relationship-selling is that we need to understand about peoples’ preferred buying behaviour if we are to sell to more of them. It is a fact that people buy differently. They can be known as buyer types. […]
What exactly is ‘active listening’ and why can it be so difficult at times? It’s a question we get asked a lot on our Sales Training. As the term suggests, active listening skills can be developed, as it is a […]
By different types of sales, we’re referring to the sales styles that salespeople will adopt when they are with prospects and customers. Either face-to-face or online. Over the years the styles have changed because buyers’ needs have changed. We’ve […]
When you think of a salesperson, what immediately springs to mind? Is it the old ‘snake-oil’ salesperson of old who put their foot in the door, or never stops talking, or puts undue pressure on you to ‘sign today’? Hopefully, […]
Sales meetings are a great opportunity for a sales manager to get their team together and to review performance and help with motivation. Run correctly they can work wonders to sales team performance. Run poorly and it would have been […]
Preparation is key when meeting a new client. You certainly don’t want to risk ‘winging it’ with someone new, especially if it’s the first time you have met with them. This is a great opportunity to find out whether this […]