SALES TRAINING

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How can you add value to what you offer?

02 February 2017

Quite often in sales we hear and talk about the word value. So I thought it might be worth just sharing a few of my own thoughts that might help sales people to think further about how they integrate the meaning of this word into their sales process; Continue reading...

Are you just too subservient?

02 August 2016

Having trained sales people and sales managers for nearly 20 years now I do wonder if sales people, who are noted for their confidence among peers and colleagues, are just too subservient to customers. I believe being professional does not mean being subservient; Continue reading...

How to write great sales emails

17 March 2016

I always make sure that I respond to as many sales emails as I can. Granted it takes time but its amazing what you learn from them. By 'learn' I mean what I think works and what I think really doesn't work. Or, in other words, how to turn a good email into a great sales email. Continue reading...

Build better more sustainable customer relationships

26 February 2016

Rapport and respect: Which is more important and which should come first? Two different questions with possibly two different answers. I often hear sales people tell me that their role is about 'relationships', and about keeping the customer happy. I would imagine most of us in sales would agree. Though what does it take to keep a customer happy and maintain a good relationship? Continue reading...

Planning can turn a very good sales person into a great sales person

26 January 2016

Administration is probably one of the most hated parts of a sales persons role, by a sales person next to cold calling. Many sales people put planning into that 'admin' category and this is where they could be short changing themselves. I really think that planning is key to a sales persons success. I believe that planning can turn a very good sales person into a great sales person.. Continue reading...

Tips for Selling to resellers

16 December 2015

Selling to resellers has always relied on a sales persons ability to influence the reseller to endorse, push or promote the sales persons brand or product over the competitors. in some situations the product could be the same and the only differentiator is the sales person. I can write a lot about this but here's a short version of helpful tips; Continue reading...

Negotiating or Bartering - how to do it with confidence!

30 November 2015

These two words are often used in selling. When I ask sales people what they understand by each of these words I get the feeling that the word 'bartering' has a less preferred meaning that negotiating. Salespeople tend to explain bartering as a behaviour that is less professional than negotiating. However I believe that both have their place in professional selling. Continue reading...

Eliminate gatekeeper objections

22 October 2015

When discussing training for sales people, this is one subject that sales managers always bring up. It is fair to say that it scares sales people. Gatekeepers seem to be getting better at turning sales people away. ESpecially in larger organisations where they are used to receiving lots of cold calls everyday. Continue reading...

Cold callers - Would you listen to you?

20 October 2015

One of the most disliked part of a sales persons role. Sales people will try really hard at getting customers interested in listening to them. They try everything from the hardest scare tactics to the most soft and gentle non intrusive (I don't mean to disturb you) calls. If you are a telesales cold caller, who this resonates with then it's time to reinvent yourself. If you're not sure then ask yourself this, "would you want to listen to you?" and if you are hesitating to answer that then please read on. Continue reading...