Diagnostic tools are a critical element of any sales organisation’s arsenal. A detailed diagnostic questionnaire will enable the sales team to analyse their customers’ needs and sell them the right…
Closing Sales that are Over the Budget
It never ceases to amaze me how many business people assume that a budget dictates what the buyer can spend. In my experience, this is almost never the case. The…
Doing Business or Doing Business Now!
Have you ever known anyone to simply wake up one morning, grab a cup of coffee and decide, ‘Today I am going to spend R500 000 on a car, boat,…
The Four Dimensions of High Impact Selling
Selling Is Not About Relationships Ask any sales leader how selling has changed in the past decade, and you'll hear a lot of answers but only one recurring theme: It's…
Six Reasons Why Sales Managers Fail
I have put this report together to help sales managers and their employers maximise the results that sales managers and their sales teams produce. This information is based on my…
Improve Your Post-Decisions Debriefs
There’s nothing quite like the feeling of closing a sale. Whether it’s a large sale or a small one, salespeople celebrate first and then try to understand why they won…
The Truth About Getting Prompt Buying Decisions
“I don’t have a commitment, but a is pending.” In my mind, ‘pending’ usually means the same thing as ‘dead on arrival.’ How often do you say ”the decision is…
Your Competitor’s Case
In a legal case, there is a process called discovery. The lawyers for both the client and the defendant must turn over all of the information they have about their…
Two Principles for Closing the Sale
Whenever I ask sales people to rate themselves on their competence at all the different parts of the sales process, they invariably rate themselves low at closing the sale. Unfortunately,…
Your Competitor’s Case
In a legal case, there is a process called discovery. The lawyers for both the client and the defendant must turn over all of the information they have about their…