Over 1,000 tips and techniques
to help you win more business
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’….
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…
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…
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…
You’ll have heard many times that it costs more to attract new customers than to retain the business of current ones, and it’s true that the marketing costs plus all the other charges and outlays to attract customers far outweigh…
One of the keys to increasing sales is getting under the skin of the prospect or your customer, so ascertain the real needs and to get them to understand how they can improve their business using your solutions. Without that…
One of the biggest changes in sales over the years has nothing to do with selling itself. It has to do with the way that the buyer has changed their modus operandi. The process of sales is evolving as technology,…
How do you define the word ‘value’? One definition could be ‘the regard that something is held to deserve; the importance, worth, or usefulness of something, one’s judgement of what is important’ Other words that come to mind might include…
We had a call from a company recently, trying to sell us business insurance. They had cold-called our support team and wanted to know if we already had business insurance for various aspects of our company. We said we had,…
Many salespeople have nightmares when trying to present solutions to their prospects because they perceive their competitors are stronger than them in certain areas, or their prices are higher and they are convinced the buyers will always go for the…
Here’s a question to get you thinking: What do you need to do today, tomorrow and next week that would have the biggest impact on your business growth? It’s a far-reaching question that determines how and where you should be…
What’s most important to your prospects? When we ask this question, many salespeople we train will answer “to save money!” And, while that’s often the main topic of conversation, it rarely transpires as the REAL criteria prospects use to make…
