blog, Communication, Language, Listening, Mindset, Negotiation, Objections, Questions, Sales
INSERT NEW CONTENT Change links below?? There are a multitude of reasons why salespeople are not managing to sell. For reasons that can range from the obvious to the (in most part) unconsciousness. Common ‘obvious’ reasons include: They don’t really know what they are...
blog, Communication, Language, Listening, Mindset, Negotiation, Objections, Questions, Sales
INSERT NEW CONTENT Change links below?? There are a multitude of reasons why salespeople are not managing to sell. For reasons that can range from the obvious to the (in most part) unconsciousness. Common ‘obvious’ reasons include: They don’t really know what they are...
blog, Communication, Language, Listening, Mindset, Negotiation, Objections, Questions, Sales
INSERT NEW CONTENT Change links below?? There are a multitude of reasons why salespeople are not managing to sell. For reasons that can range from the obvious to the (in most part) unconsciousness. Common ‘obvious’ reasons include: They don’t really know what they are...
blog, Communication, Language, Listening, Mindset, Negotiation, Objections, Questions, Sales
A client not answering calls or returning emails can derail a sales rep. We are going to cover 3 areas of why clients may ‘go quiet’ on you.  Are you adapting to clients – reading the signals?  The client’s buying strategy   The salesperson is too...
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...
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...
