Making a New Year Resolution We’ve all done it before. We make a New Year Resolution and then within weeks if not days we’ve blown it. So how can you make what is basically a behavioural change stick? Set a
The Quantity of Activity in Selling
One of the key building blocks of success in any sales role is quantity. The amount of activity you do in order to get to your target. This can mean the number of hours put into the role. How many
Always Ask Why?
When you’re talking with a client or prospect, always ask why. Whatever they say either ask out loud or ask yourself why. Why are they saying that? What makes that important to them? Why are they mentioning that? Ask why?
Outstanding Retail Sales Skills
Retail Sales Skills: When taking a look at retails sales skills it’s easy to think about what your sales people do. You may even consider retail sales training. But first, it can be a great idea to start with your
Positive Sales Approach
Positive Sales Approach. Getting and keeping a positive sales approach is vital for sales success, but it can be a challenge. Whilst sales people tend to be chatty out-going types, they can be prone to slumps in positivity. This can
Selling Benefits
Selling Benefits. The idea of selling benefits means we focus on what is important to the prospect. It does not mean pushing things which are not important to them. So what is a benefit? What is a Benefit? A benefit
Building Trust in Selling
Updated September 12 2017. Building Trust in Selling. Building Trust in Selling Building trust in selling is a vital part of success. Why, because trust is the foundation of every sale anywhere in the world. We either buy from a brand
Closing Techniques
Closing Techniques This article aims to give you ideas on closing techniques. Closing is a key skill for anyone involved in sales or influencing. The article is based on the work we do on our sales training courses. What is
How To Handle Objections
Objections are like hurdles to be overcome. How To Handle Objections This article aims to answer the question; “How to handle objections.” More will be written on this question in later blog posts. The methodology is taken from our sales
Define Sales Management
Define Sales Management: Managing People Define Sales Management This article aims explaining what Sales Management is all about. You can also read other articles in this blog and take a look at our web pages on our Sales Management