Sales Blog

Over 1,000 tips and techniques to help you win more business

Was Your Prospect Interested In Your Pitch?

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…

Read More

5 Essential Tips For Sales Managers For Running Better Sales Meetings

Meetings with your salespeople can often be seen as a grind, or a necessity, rather than something to be looked forward to. For many sales managers, they can turn into long, boring sessions that people can’t wait to get out…

Read More

What To Include In Your Agenda When Meeting A New Client

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…

Read More

How To Handle Objections From A Loyal Client

Loyal clients are always the best to deal with. They offer opportunities to work with them at various levels and can support new initiatives that you are planning. However, we sometimes find even these most patriotic of buyers can cause…

Read More

How To Find Out What The Prospect Values Most

Years ago, when I was on holiday in Disneyland, my family and I were enjoying a drink and some snacks when we were approached by one of the sales staff from the resort we were staying at. He recognised us…

Read More

5 Components Of A Successful Salesperson’s Belief System

What is a belief system? Wiki would have it described as a mental representation of an attitude oriented toward the likelihood of something being true. I like that concept, because it identifies a model that supports the way someone likes…

Read More

How To Set Big, Hairy A**** Sales Goals

We’re always told to think big, aim high and challenge ourselves. It can give us motivation and drive to go where we might not have thought we could and achieve things we might not have thought possible. How can we…

Read More

4 Future Needs Of Customers That Will Drive Your Business Processes

There are many forecasts of how the future will affect our businesses and each one of these reports has a slightly different perspective on the effects it will have, depending on your industry. What we need is a rule of…

Read More

The 2 Words That Can Eliminate Indecision In Your Prospect

What’s the most frustrating barrier that you come up against when you are trying to get the buyer to commit to your solution? If you’re like most people, you probably answered something like ‘indecision on the part of the prospect’….

Read More

10 Top Qualities Of A Good Negotiator

Negotiation comes from the root word ‘negotiat’ meaning ‘done in the course of business’. In other words, it’s a natural part of the conversation process when dealing with prospects, so if you feel you’re not good at negotiating, or you…

Read More

How To Increase Your Value To Clients Without Dropping Your Price

When someone says “That’s good value!” what do they mean? Well, there are a number of ways of interpreting value and it can mean different things to different people. For some of your customers, it could mean the actual price…

Read More

4 Quick Tips For The Up & Coming Sales Manager

Very often, we see top quality salespeople made up to be sales manager and expected to deliver immediate success, as if they already have the necessary skills to succeed in that role. Think about it; just because they have been…

Read More