Sales Technique Insights

B2B sellers of complex technologies, that address a broad spectrum of customer issues, are generally very smart people, especially within the framework of their specific scope of solutions. On a…

When is an objection not an objection? The answer: when it comes at the beginning of your presentation. The blow offs you get at this stage are merely initial resistance, and the last thing you want to…

Over the past several decades the structure of sales organisations has remained largely the same. They have been primarily based on outside field sales people who make face-to-face sales calls…

First off, let’s get this straight. Email is neither the primary way to make sales nor the best way. Treat email as one of the tools you have to communicate with…

When you’re shopping for something (whether for your household needs or your business) you are offered a range of choices. Multiple vendors, each with multiple products or services, provide you…

Out of all the possible objections you get when selling your product or service, the nebulous, ‘I want to think about it’ is probably one of the hardest ones to…

When it comes to closing complex deals, the decision-making journey from introduction to decision to buy often takes longer than you expect. Unpacking the process with your prospects can produce…

Nowhere am I so desperately needed as among a shipload of illogical humans. – Spock in ‘I, Mudd’ Star Trek’s  iconic Mr. Spock was half-Vulcan, half-human. It’s the former we…

A win-win agreement presupposes that it is possible for you and your client to come to an agreement in which both of you are left better off than you would’ve…

James (a hypothetical sales person) keeps getting what sound like positive buying signals during his prospecting calls. Somehow, though, he’s not getting very far. "People tell me to call back…