Sales Interactions

How To Uncover Your Prospects Needs & Wants With 1 Question

Questions marks pinned to cork board

We all know the benefits of using quality questions in uncovering the current position our prospects are in. The better the quality of the questions, the more information you will gain. Now, imagine if there was one simple question you could ask that would uncover a whole load of information. One question that, when answered, would help you build value…

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10 Ways To Combat Nerves Before A Sales Interaction

Nervous business woman with prospect

It’s a common subject brought up on our training programmes, and it can affect even the most experienced of salespeople. How do we overcome the feeling of nervousness before having a sales interaction? First, let’s highlight why nerves may show themselves. Feeling anxious, uneasy or worried is a natural reaction to stressful or uncomfortable situations. The body is anticipating some…

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7 Key Phrases That Will Spark Your Sales Interactions

woman speaking

Salespeople are great conversationalists. That is, they find it easy to discuss opportunities and possibilities with prospects, listening to their needs and wants, and working with them to deliver great products and services. But once in a while, you need a pep up, a lifting of the spirits. Especially if things aren’t going well and sales are drying up. Well,…

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Improve Your Sales Conversations With These 4 Simple Steps

Businesswoman Showing Sales Graphs

There’s a great strategy in communication that, I promise, will revolutionise the way you gain an understanding and rapport with a prospect. It’s something that I have to practice time and time again, as it doesn’t always come naturally in conversation; but when it does, it works well and gives you that clarity that so many conversations lack. The process…

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Use This Simple Technique To Get The Decision Maker On-Side

team celebrating contract signing

When we are putting our presentations together for a client meeting, we often, if not always, concentrate on the overall benefits to the client of our products and services. We concentrate on what our products will produce for them, how they will make them more competitive in the market place, the profitability they will bring or the increased productivity that…

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What To Say When The Customer Asks, “Why Should We Use You?”

why wording

So, you’ve got to the part of the conversation where the customer asks the £64,000 question, hence indicating they are interested but haven’t yet been persuaded to think seriously about your solution. What do they really want and need when this question, ‘Why should we use you?’ is asked? Well, they want confirmation and assurance that they are taking less…

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6 Quick Ways To Improve Your Influencing Skills

influencing skills

Many of our delegates on our selling skills courses want to improve or increase their influencing skills because they want to impress potential buyers into buying from them. This is natural, because we want to give reasons to buy and hence gain more opportunities. The skills we need to influence or persuade others doesn’t have to be forceful or manipulative….

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The Last Call Of The Day – Why It Is So Important

Call

What’s the best part of the day for you? Be honest! Some answer that question with ‘the call where I get an expected yes!’ or ‘the time where I have the time to catch up on important things’. Others will say ‘the time when I pack up and go home to the people who are most important to me’ and…

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How To Make Our Goals Clear

ruzzle

We know that clarity brings results. It helps us focus on what we desire and so attracts the right results our way. But how do we establish that clarity? What can we do to ensure we have our goals with a client visible at all times? Here’s an acronym that should help you achieve that clarity at all times. I’ll…

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Are You Still Throwing Mud At The Wall Hoping Some Will Stick?

Wall-lkunl

In today’s era of the modern and educated buyer, many sales people wonder if the idea of a planned sales interaction is best, or if you should essentially throw mud against the wall. The thought is that today’s buyer is too sophisticated to deal with the old style “pitch” and therefore it is best to just know everything there is…

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