Sales Blog

  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 […]

Ever wondered about the intricacies behind how to make a product to sell, and equally then, how to sell a product to a customer? When you think of a salesperson, what immediately springs to mind? Is it the old ‘snake-oil’ […]

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 […]

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 […]

Every wondered what makes 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 […]

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 […]

  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 […]

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 decide […]

If you want to create a true emotional connection with your prospects and clients, then I recommend that you improve storytelling skills. Indeed, in my opinion sales storytelling can be your superpower and really separate you apart from your competition. […]

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, […]