Category Archives: Sales Skills

The 7 benefits of Online Sales Training

online sales training

Have you ever tried online sales training? Why not try this complimentary Sales Essentials Module – ethics, philosophy and history of selling? Why? Because the world of sales education and training is evolving and online sales training is starting to take hold. Whilst classroom training will always have its place, here are 7 reasons you […]

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Sales People In The Deep End (Again)

Cartoon Crowd, End of the Road

Last week I received a call from a woman (let’s call her Tracy for the purpose of this article) desperately seeking help on how to sell.  Tracy had been in her role for 5 months and all that time had not received any guidance, advice, coaching or support from her managers on how to sell […]

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Are you capitalising on your Prime Selling Time?

prime-selling-like-clockwork

If you watch successful sales people go about their daily business activities you will notice that they lead a very disciplined life – they know what they need to do each day and when they need to do these key activities. They make sure they make time for the important stuff and they hardly ever […]

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Why addressing Risk is 3 times more important than the benefits

addressing-risks-moving-forward

Plenty of time and effort is put into talking up the benefits of our products and services in a selling situation. Sales people often focus on why the benefits are important to our clients and how our client will be better off if they buy from us, etc.  This has been the mainstay of sales […]

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Tips for using email and web leads effectively in sales

laptop-hands-phone-journal

Sales can be made in several ways: face-to-face, over the phone, web-based, direct mail or via e-mail.  With the plethora of internet businesses now transacting sales online you’d be forgiven for thinking that you could dispense with sales people all together but in many instances you would be incorrect.  There are very few businesses that […]

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Is anyone listening to me?

Listening to the Needs of the Customer

We’ve talked long and hard about how sales people need to listen, listen, listen to the client.  Not just hear but really listen to what is being said, how it is being said and so forth.  Seeking to understand your clients and prospects is critical to any effective sales relationship. However, we talk very little […]

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The University of Selling

graduation_cap_and_diploma

Until now, there has been no officially recognised benchmark for Selling at tertiary level nor salespeople who can claim a university qualification as their own. On the other hand Accounting, Finance, Marketing, Production, Engineering, Business Administration, IT, Research & Design, Human Resources, Logistics, Procurement and even Entrepreneurship all have recognised tertiary qualifications in the business […]

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Selling Professional Services

hands-shaking

This article first appeared on June 12, 2013 on BRW Professional services providers face a challenge that many within the sector are struggling to come to terms with. For centuries the sector – comprising doctors, lawyers, accountants engineers and the like – enjoyed a somewhat exalted position in society. Ignorance among the general populace, fuelled […]

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