25 May 2016
As a sales person, do you ever wonder if prospects lie? The difference between outright lies and simple objections has as much to do with context as anything else; and if you assume it to be the former when it’s the la
4 May 2016
A Law is something that is always true. No exceptions. Do you remember Newton’s Laws of Physics? As a salesperson it is vital that you do or you will be missing out on plenty of sales
13 April 2016
Why do prospects need to think it over? After all your questions and a great presentation, it is a no-brainer. Be warned 60% of the time people will stay with the status quo unless you have some answers
23 March 2016
There are many different approaches to asking questions as a sales person. If one of them helps you more than the others, does it matter? If efficacy is more important than style, maybe you only need two types of questio
2 March 2016
Simple sales mistakes, errors could be costing you a fair number of sales. It is easy to overlook these five things that many in sales have never thought about…
9 February 2016
It can take as little as seven seconds for a prospect to make up their mind as to whether they like you or not. The chance to make a good first impression rarely happens twice…
27 January 2016
If you search for the top sales’ challenges then you’ll get a list as long as your arm. Here are the top five. You ignore these at your peril.
16 December 2015
Winning new business isn’t always easy and it isn’t always quick. How do you know when it’s time to give up?
24 November 2015
Most salespeople are set sales targets. Targets are typically end results and often a simple focus on the end goal is not enough to succeed. How do you know exactly what to do to hit the target?
4 November 2015
Too often when in conversation, in sales support literature and in emails, sales people WE all over their prospects and customer even though they are doing the benefit plug. Being WEd on is a real put-off – sto
selling skills (27)
persuasion (9)
sales (8)
sales skills (7)
selling (5)
recession (4)
marketing (4)
sales psychology (3)
sales failure (3)
trusted advisor (3)
discounting (3)
attitude (3)
