Those who have attended my sales training courses will know this is pivotal to our approach with clients. You should be only talking no more than 10% and your client should be talking 90% of the time. To ensure you listening effectively here are some tips to learn...
What does that mean? To be clear: the notion of selling hasn’t really changed. I refer to the acclaimed pathways laid down by the masters of communication, like Dale Carnegie’s ‘How to win friends and influence people’.  Many of those ‘soft skills’ are still relevant...
How many times do you follow up before you ‘give up’? Are you worried they might start to get annoyed? If you’re concerned your calls are becoming a negative experience – ask yourself these questions. 1. Have I asked enough questions to be sure I am...
We often hear the terms ‘the honest sale’, ‘the authentic sale’, the consultative approach. When a salesperson proves they are an authority – like a ‘doctor’ makes a diagnosis and prescribes a treatment – as does the salesperson consult with the prospect,...
Here are some questions and tactics you can use to achieve your sales 2021 goal! 1. What are your goals for next year? Think big! • What do you want to achieve? 2. What are your specific niches to gain traction? • Target the main ones that you can help the most...
Your roadmap to a business plan is the same whether you are a sales team of 1 or 100. If you are a larger business – it’s important to talk to others in your company for input. If you’re a one person band, you have a ‘virtual’ team – e.g. your suppliers,...
