Sales Blog

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

How To Find Out Why Your Client Is Leaving

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…

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5 Questions To Ask To Really Understand Your Buyer

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…

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5 Ways To Sell To The Modern Day Buyer

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,…

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How To Guarantee An Increase In Value

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…

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What To Do To Make Yourself OUTSTANDING!

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,…

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5 Ways To Turn Your Proposition Weaknesses Into Strengths

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…

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How To Map Out Your Buyer’s Journey Pre & Post-Sale

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…

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How To Articulate Your Value Proposition In 5 Minutes Flat

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…

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Why Storytelling Is Becoming The #1 Sales Skill To Master

As we were growing up, one of our fondest memories is often associated with sitting on our parent’s knee, being read a story. It created that initial and long-lasting bond between us. Maybe we were intrigued by a fairy-tale, or…

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ATTENTION: The New Sales Currency

The last five years has been remarkable in the propensity for new sales models. Each one is a stage further in the evolution of the sales process and its ability to get the buyer to invest in what’s best for…

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Needs & Wants Are OK, But Problems Are Even Better

One of our clients approached us recently and said “I need you to run a motivation session for our sales team. Their figures are down and I want you to give them a boost”. We discussed the situation with him,…

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Should You Always Agree With Your Client?

“The customer is always right” I’m sure you’ve heard these oft-quoted words from Harry Gordon Selfridge, the founder of the department store that bears his name. And how often have you thought of those words and cringed when the customer…

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