Sales Technique Insights

If you can’t find or create a compelling reason for your prospective client to change, you aren’t going to make a sale. No deal. 1. Taking Shortcuts Anything that you believe…

1. Suspend your judgement and be open to exploring The first way to improve your ability to diagnose is to learn to suspend your judgement. Just because you have seen the…

[blank h="30"] THE PROBLEM Commoditisation: The Fatal Sales Failure Companies spend time, effort, and money working to differentiate their offerings from their many competitors. The more special their offering, the…

If you want to create a new exercise habit (for example), you might tell yourself something like this: “This is going to be amazing, I’m going to get fit and…

What qualities do exceptional leaders bring to the team or organisation? Executive coach and leadership development consultant Sunnie Giles recently published the results of research into what competencies are necessary…

After a lengthy buying process, the time has come to submit pricing. Countless hours are spent formulating a glorious proposal that details your comprehensive solution. Proud of your accomplishment, you…

I receive emails from my readers all the time asking me how to handle various objections and resistance statements. A common request I get is how to handle the initial resistance…

I’ll bet you have a slide deck that is jam-packed with all the statements and evidence that you and your company hung the moon and the stars in the sky.…

Sales incentive programmes are designed to increase sales and improve market share. In an increasingly competitive environment, maintaining momentum keeps the sales force engaged and motivated to achieve their targets.…

Selling has always been more about the buyer than the seller. So any effective sales model must adapt to changing buying protocols, not ignore or resist them. This is a…