prospecting skills

How Salespeople Can Get Into Their Buyer’s Brain

Exploring Human Brain

One thing that many salespeople come on our workshops to learn is ‘the Holy Grail’, that is, what can they do to guarantee success every time they try to sell their products. Without being presumptuous and claiming I’ve cracked the Enigma Code of Sales, there truthfully is only one reason why buyers would decide to buy from you. Of course,…

Read More

10 Questions ALL Sales People Must Ask Themselves At The End Of The Month

Business man looking at wall

I love the expression “Questions are the answer”. It reminds us all that the quality of the answers we get in life are determined by the quality of the questions we ask. Much of what we experience in life goes over our heads, created by things that are out of our control. What we focus on will get us our…

Read More

Here Are 2 Different Ways To Influence Your Prospects…

Business Man Holding Influence

A book that holds pride of place in my library is Robert Cialdini’s “Influence”, where he talks about the principle of social proof. Cialdini states that “95% of people of imitators and 5% of people are initiators.” He means by this that most people are influenced by the actions of others, rather than furrowing their own trough and taking the…

Read More

Use This Wording When Revealing The Price To Your Prospect

team discussion in office

Have you ever been on the phone or in front of someone who is trying to sell you something, and then when the issue of price comes up, they say something like, “Are you sitting down?” or “I hope you’re prepared for this”? When we are thinking about price, we automatically feel negative before we know the facts because we…

Read More

How To Deal With The Foul & Abusive Prospect

Angry man speaking on the phone

Have you ever had that time when a prospect has been really horrible to you? I mean aggressively horrible, even resorting to swearing or downright nasty comments? It does happen, and unfortunately for many salespeople, it can have a profound affect. Imagine you’re making a sales call and the prospect starts ranting and raving. They use abusive language that is…

Read More

Is Your Prospect Negative From The Outset? Try This…

happy and unhappy smile

You may have heard the saying that there is no such thing as reality, only people’s perception of that reality. Without getting too Einsteinian today, there is absolute truth in that statement. I’m sure you’ve come across statements by others that they see as real, when your ideas are diametrically opposite or, at the best, very different. Creating a perception…

Read More

Here’s What Motivates Your Prospect (And It’s Not What You Think…)

Business Woman Celebrating

When you ask what motivates your prospects, you will probably get a multitude of answers. Some may say profitability, others increased productivity, still others decreased staff turnover. Whatever it is that drives their decision-making, it will take different perceptions to identify exactly what it takes to make the prospect go with your solution. When you dig below the surface of…

Read More

How Building “Psychological Debt” Will Increase Your Sales

Stressed Out By Debt

I was recently reading an article by Tim Connor on two subjects close to my heart; sales and psychology. As a salesperson, there’s always a lot you can learn from others who have been in the field longer that you, as long as you’re willing to open up your mind to good things that people have to offer. Tim mentions…

Read More

21 Questions That Will Build Instant Rapport


This sales blog is an excerpt of 450 Sales Questions – click here to download your complimentary copy Although rapport should be built all throughout the sales interaction via the tonality that you use, your body language gestures and through active listening skills, when you first meet with a prospect you need to break the ice. This can be when you first…

Read More

How To Respond To “Why Should I Buy From You?”

Man thinking to find way

Look up the word ‘commodity’ and you’ll find definitions like “a basic good used in commerce that is interchangeable with other commodities of the same type” or “a type of widely-available product that is not markedly dissimilar from one unit to another.” Another definition may be, “a product that is the same as other products of the same type from…

Read More