Building on my article 'Where is my inner six year old when I need them?' using effective questioning techniques is one of the most significant key differentiators between a person…
Read More
One of the biggest issues for sales people is knowing the right questions to ask customers. In our experience many people complain of not knowing how to structure questions, or…
Read More
Whether we are working for a private or public company, a "not for profit" or government institution, all of us are in some way competing for access to a revenue…
Read More
Style adaptability is where a person can read another person's preferred communication style and adjusts their own communication style to that of the other person, thus making shared communication and…
Read More
Sales numbers and sales processes should be understood and owned by everybody in your organisation. In today's world if you are not directly in sales you are supporting someone who…
Read More
Who wants to work with accountable, responsible, and self-directed sales people? Of course we all want these types of sales people in every sales team. Yet, most businesses do not…
Read More
Whada ya rates? 'Cos I'm a wholesaler and I can do better rates than them. I can look at your thingos and give you a better deal" This is an…
Read More
'My sales people are not closing sales' is the most common complaint we hear. The biggest cause for people not being able to close sales it not the close itself.…
Read More
In today's market selling skills training does not equal product training or pressure tactics. If product training or pressure selling (the hard sell) are on the top of your sales…
Read More
You cannot fake real sales experience and sales wisdom. It is one of the professions that is the hardest to teach and train because without real life sales experience you…
Read More
New Article Email Notification