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ABC Always Be Closing – Is it still relevant?

ABC Always Be Closing – Is it still relevant?

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...
Are your Key Accounts under threat?

Are your Key Accounts under threat?

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...
Follow Up

Follow Up

blog, Body Language, Business Development, Communication, Customer Service, Language, Listening, Mindset, Objections, Presenting, Questions, Sales, Telephone skills, Value, Video Conferencing

How many times should I ‘follow up’? Naturally, as salespeople, we want the business to come in. Maybe your solution can’t be tied up on the spot, so you may need to follow up with the client. As part of your follow up, do you spend time carefully...
Pull the sale towards you

Pull the sale towards you

blog, Business Development, Communication, Language, Listening, Mindset, Objections, Presenting, Questions, Sales, Value

Have you ever considered you might be the one delaying the sale? Think about some different meeting scenarios for a moment. You confirm an appointment with a potential client, Jack. The meeting is scheduled for next Thursday at 2 pm, and you will see three people:...
Conferences

Conferences

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...
Handling Objections – PART TWO

Handling Objections – PART TWO

blog, Business Development, Case Study, Leadership, Listening, Mindset, Objections, Sales, Value

Handling Objections part one>>> How to turn objections into a sale. In a previous blog we discussed the core reasons an objection comes up (read it here >>> as it sets the foundation/setting of this blog) Here we’d like to move forward, and look at...
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  • What’s Your Body Language Saying
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