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 reasonable goal or change The fist thing to do is give yourself a reasonable goal. […]
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 sales calls you make either by phone or face to face. It can include how […]
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? Developing a curiosity behind every statement, question or observation they make will help you to […]
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 customers. Ask yourself some questions, get the answers clear and then think about what your […]
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 affect how they talk with clients and prospects, as well as their sales results. So […]
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 is a feature of your product or service which potentially does something for your prospect. […]
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 or a person. As the old saying goes, ‘People buy from people.’ This means that […]
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 Closing? Closing is where one person gets commitment from another on a sale or on […]
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 training workshops. It is our belief that objections are a positive aspect of selling and […]
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 ideas. In a broad answer we can say that sales management is about managing the […]
