by Smarter Selling Team | Jan 17, 2024 | blog, Communication, Customer Service, Mindset, Questions, Sales
The Winning Sales Formula: Combing Expertise, Recommendation and Customer Service Excellence Is Being an Expert Enough? I love being a customer, I do.I enjoy observing how salespeople approach and ‘treat’ me. Do they seek to explore my situation, understand and listen...by Smarter Selling Team | Dec 19, 2023 | blog, Body Language, Business Development, Communication, Language, Listening, Mindset, Objections, Presenting, Questions, Sales
Recently, I accompanied a director on a client visit where the client mentioned the director’s main competitor.Despite his attempts to remain open and hear what that client had to say about the competitor, his body language and tone changed.The client quickly...by Smarter Selling Team | Dec 19, 2023 | blog, Communication, Listening, Mindset, Questions, Sales, Value
So how do you “sell” without actually “selling”? Well, the fact is that people who don’t consciously ‘sell’, are the most successful. When you think of a salesperson, what comes to mind? I often ask this question during my programs: I want to get into the...by Smarter Selling Team | Dec 19, 2023 | blog, Business Development, Communication, Listening, Mindset, Objections, Questions, Sales, Value
How Secure are your Key Accounts? What are ‘key accounts’? These are the clients, that if lost, you would mourn. Their loss will have a catastrophic impact on your business. This aligns with the 80/20 rule*, now leaning more towards 90/10, signifying that 90% of...by Smarter Selling Team | Nov 27, 2023 | blog, Business Development, Communication, Language, Listening, Mindset, Questions, Sales
Let me throw some statistics around. Recent studies have shown that – 80% of prospective clients are finding you first and By the time they reach out to you, they have looked at your website an average of 12 times 70% of their buying decision on your offerings...by Smarter Selling Team | Nov 23, 2023 | blog, Body Language, Business Development, Communication, Customer Service, Language, Listening, Mindset, Objections, Presenting, Questions, Sales, Telephone skills, Value, Video Conferencing
Maximising your teams’ conference presence Top line – why are we attending a conference?As a delegate or to host a trade stand?What’s the conference attendance purpose? Either way, your company has likely chosen to invest in you attending a conference to...
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