I just came across some research that confirmed what many of us in the profession of educating salespeople have known for years: That purchasers would be "much more likely" to…
7 Ways to Build Rapport With Anyone
Building rapport with customers is like squirting oil into gears. Imagine some gears grinding together. When you squirt lubricating oil into the gears, you reduce the friction and make everything…
Good Questions & The Basics of Selling
Sales is, at its most basic level, a relatively simple process. I recall one of my clients showing me the flow-chart of his sales process. Twenty six steps. That level…
It’s Not the Price – It’s the Risk!
"Low price, low price, low price." It’s the mantra that sales people in every industry segment are hearing more these days than ever before. Customers, looking for ways to contain…
Two Rules to Follow That Add Value to Every Sales Call
Are you wasting your customers’ time? In this pressurised, multi-tasking world, where your customers are expected to produce more in less time, they may be growing less eager to meet…
Handling Objections
They don’t always say yes! That might be the very first thing you learn as a sales person. As a matter of fact, “No” in all its various forms and…
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,…
Limited Training Budget? Start With The Sales Manager
Now that the worst of the recession is behind us, it’s time to think about actually growing the business again. And that means investing in the improvement of the sales…