Sales Technique Insights

A prospective client sends you an email requesting information. You have the information they need, and you want to send it to them as quickly as possible. You might want…

This article contains some scripts that teach you how to deal with an objection you probably get often: ‘We’ve already got a supplier for that.’ Variations are things like: ‘I’m…

The responsibility of a sales professional is to diagnose their customer’s situation and together they will make a quality decision about the product or service to fix the problem. How…

I read a great quote from Picasso (yes, the famous painter) the other day, and it really resonated with my sales philosophy. Here it is: “Learn the rules like a…

In order to help your clients to achieve the success they desire, and for you to achieve the success you desire, you need to be more than a sales person. You…

I'm sure you'll agree that establishing credibility is one of the most critical elements in securing a new customer. The customer must see you as a credible and trustworthy resource.…

We don’t like people who are inauthentic. We don’t like phonies, frauds, or fakes. We like people who are real, honest, and congruent. We also don’t like to do business…

1. The Purpose of the Sales Call Too often, because we have made hundreds of sales calls, we believe that planning a sales call is no longer necessary. Nothing could be…

Strategic clients require more from you than other clients. All clients are important, but your strategic clients have a different set of needs. They need you to be more engaged,…

Prospect, qualify, present and close. These are the basic elements of the conventional sales process that most sales organisations and salespeople still follow today. The conventional sales process is the…