Sales Blog

  We hear the term “Sales Slump” all the time on our Sales Training Courses. Salespeople rock up to our courses either to improve their skills or because they are in trouble with their sales figures. What’s your definition of […]

  During the sales process most people will raise objections. Sales objections are raised for many reasons including: A misunderstanding of something you have said The prospect may feel pressurised into deciding They are not convinced about your claims They […]

  One of the reasons so many sales people have trouble committing to after sales service and follow up is because they cannot see the return on their investment. Many people feel that once the sale is closed and the […]

  A Good Sales Manager Does These 8 Things Every sales manager, supervisor, director or otherwise frontline sales team leader, wants to have and develop a great sales force. Everyone wants to have a sales team made up of superstar […]

  Have you ever thought about how to cold-call successfully? What sales cold calling techniques can be used to get the most out of your sales interactions? If you know anything about me and the Sales Training we provide, then […]

  How come so many sales managers who are highly intelligent and experienced are still unable to motivate their teams to achieve great results? What happens to great salespeople so that when they become sales managers they fall by the […]

  There’s a lot to running a successful sales team. You can think of managing sales performance, coaching, leadership, motivation, and a whole host of other things. For the purposes of this blog, I’d like to focus on 3 areas. […]

Sales… ”The act of transaction between two or more parties where goods and services are exchanged for payment” Velocity… ”The speed of something in a common direction” You may have heard of the term ‘Sales Velocity Formula’ and even discussed […]

Some interesting studies by Dartnell Research estimated that prospects and customers do not verbalise their problems and concerns in around 80% of conversations. This means that you as the salesperson may not be able to ascertain the real challenges the […]

Before we do a deep dive into the world of negotiation skills, let me first ask you a quick question; Do you remember when you were a kid and you wanted to stay over at a friend’s house? You may […]

In my opinion, coaching is one of the best ways to tap into the potential of your team members. If you have coached teams or individuals before, you’ll know the value of devoting time and effort to improving someone’s performance […]

  The ability to ask probing sales questions will ultimately determine how successful you are in your sales career. Almost everything in your sales role focuses around asking quality questions and it’s a topic we take very seriously and cover […]

Sit back and just imagine for a moment just how easier your role as a salesperson would be if you could ask for the sale and they said yes every time on the first meeting. Hello! Come back to reality […]

Referrals are like gold! They are much more powerful than all of the leads created through telesales, social or the web. 83% Of Satisfied Customers Are Willing To Refer 83% Of Satisfied Customers Are Willing To Refer < 29% Of […]

  Closing the sale is not a skill that can be learned in isolation from the rest of the sales process. Closing is one element in a chain of events that begins with the salesperson planning and preparing for sales […]