Sales

For every sales win, there are plenty of losses. The best salespeople learn to accept that it is simply part of the process.   It is about building resiliency and learning to embrace the no.  Even when you do not close the sale, there is always something to learn.  Building resilience in the workplace…

Congratulations on your decision to become a sales professional! Sales is one of the most exciting, gratifying, and financially rewarding careers in the business sector. The freedom of being in control of your own activities and your own success can be the most fun work lifestyle. On the other hand,…

In short, the point of sales training is to improve the skills necessary to create better sales opportunities for your team.  Holding a sales training workshop, taking a sales training course, or conducting sales training exercises or sales training seminars can demonstrate different ways to sell or reinforce forgotten techniques. …

When you’re not ready to make a decision, followup calls or emails from salespeople can be a nuisance.  That’s when those calls likely go to voice mail and emails get deleted. It’s too easy for people to avoid your calls these days.  It’s not that they aren’t interested in what…

 “Hire trainable people with pleasing personalities, give them effective, continual training, and motivate them to pursue and close the sale.” – Harvard Business Review advice to managers on how to create great sales teams. It sounds so simple, doesn’t it?  Too often sales management hires great people and then just…

What is the fastest growing sales trend today?  It is actually a combination of approaches utilising a renewed strategic focus, new tools, and continuous training. A More Strategic Approach It is no longer “smiling and dialing” for business. Today’s sales teams focus on a strategic plan with clear objectives and steps to drive…

There’s no argument that the best form of marketing you can get is word of mouth. Study after study shows the referrals from friends and colleagues produce better results.  In fact, Nielsen reports that 92% of consumers believe recommendations from friends and colleagues more than advertising. When you are thinking about…

People don’t want to buy your product or service. They want to solve problems or find ways to grow their business.  If you can’t show them how what you’re selling will help them with what they’re selling, it doesn’t matter how good it is or how cheap it is. This…

Negotiations are not about selling. They are about reaching a mutually agreeable outcome. The only time there are winners are when both sides win. The Difference Between Sales And Negotiation And Why It Matters In the sales process, you are trying to identify the customer’s pain points and the solutions…

Show me the money trust: the most valuable transaction in any business The necessity of trust between a business and its clients seems so obvious and straightforward as to almost not require further discussion. I mean, it’s a given, right? Without trust nothing can flourish. Everything will fall apart. But when we start…