essential selling skills

6 Steps That Help Your Prospect Know They’ve Made The Right Decision

Salesperson and prospect shaking hands

We’re often taught as salespeople that we have the best solution for prospect’s businesses and that we should be able to sell to everyone. If they don’t buy, then our sales managers think you haven’t tried enough or you made some errors along the way. While these ideas may be correct in some circumstances, we can only get so far…

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Can You Sell Your Product Without A USP? Here’s How…

Frustrated businessman

In days gone by, many companies used to rely on their USPs to carry them through. They touted their Unique Selling Points as their main competitive advantage and they proved to be very effective when prospects were searching for answers to their problems. As time has passed, however, the unique offerings companies had have been copied and surpassed by other…

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How To Take Control Of The Conversation With Your Prospect

success discussion in office

Do you remember the saying years ago that went along the lines of ‘He has the gift of the gab….he should be in sales!’? According to many people in the old days, if you could talk a lot, you could convince someone that they should buy from you. How times have changed! Today, it’s the customer who holds all the…

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Why USP Is No Longer ‘Unique Selling Proposition’…

USP and marker

Whenever salespeople start talking about their products to prospects, the inevitable question about ‘what makes you different?’ will always crop up. Prospects want to know that they are getting a great product at a great price with great back-up. In value terms, they don’t want to regret a decision afterwards. When you are asked ‘what makes you different?’, how do…

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Here’s An Important Lesson For All Sales People From Starbucks

white cups with coffe

Last week, one of my trainers and I were on our way to visit a prospect when we stopped off at a Starbucks for a drink. We ordered our favourites and sat down.  I was just looking around while we waited for our drinks to be delivered to our table, when I noticed the pricing on the menu on the…

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Why “Always Be Closing” Is Not The Only ABC In Sales…

Accuracy, Brevity, Clarity

Years ago, I was working with a salesman who considered himself to be one of the best in his business. If he ever failed, he said that it was the prospects that the company gave him that caused the problem, not him. If profits from his accounts were down, it was the customer’s fault for wanting something for nothing. It…

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The 5 Keys To Building Quality Salesmanship

focus on quality

There’s no hard and fast rule for being the best in sales. Natural ability plays a part, but the way you develop your communication skills, your competencies and knowledge of uncovering opportunities will take you further in your career. There are processes you can go through to develop your sales talent but, in my experience, there are five keys to…

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New To Sales? Here Are 5 Ways To Make Yourself More Valuable…

happy man

We often see people who are new in sales on our programmes, some of whom having even started selling yet. They ask my trainers how they can quickly get up to speed and get results. We offer some suggestions and recommendations, but essentially it’s the individual themselves who are in charge of how they develop. My top trainers have given…

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