People love a discount. You do. I do. We all do! But that means that your customers do too. Being asked for discount is a very common occurrence in any sales process. Unfortunately, TV shows such as The Apprentice and Bargain Hunt have actually encouraged a lot of bartering and haggling; which of course is […]
3 Ways to Avoid Giving a Discount Read More »
We all hit a bit of a sales slump from time to time. Every great sales person has come across a time in which nothing seems to go right. Every sale seems to fall through. No prospect seems to want to talk and it seems impossible to close any sale. We all need help and
5 Ways to Overcome a Sales Slump Read More »
There is no denying it; whenever you try to sell anything, you are always going to hear an objection. It is very rare for any salesperson, no matter how good they are, how experienced they are or how prepared they are, to walk into a room, ask for the sale and the contract be signed
Overcoming the Biggest Sales Objection Read More »
You want your sales team to be operating at the very highest of standards. You need and expect your sales team to perform at their best and to be generating money for your business! What do you do when a sales team is not performing to the high standards you have come to expect? Normally,
Three Ways to Motivate Your Sales Team. Read More »
Let’s face it; mistooks happen. We are all human after all, these things are going to happen from time to time. And these mistakes can be the failings of either an individual or a whole system and process. But there is no denying it; accidents and mistakes will happen. It is so important as a
Sell for a Living? Own up to Mistakes Read More »
Halloween has just been and gone; the time of year where we can dress up and knock on stranger’s doors and ask for sweets. It’s odd isn’t it; the only time of year in which we encourage our kids to take sweets from strangers! This year whilst taking my kiddies out, I got thinking; trick
What Sales Lessons can be Learned from Trick or Treating? Read More »
Whenever we train people in sales, we talk a lot about the whole mindset of a good sales person. Sure, some may argue that to sell is a skill – and yes, that is correct. To sell, and to sell well, you do have to have a whole toolbox full of skills, but you do
Stick to your Word. Read More »
I remember back in my early days of selling when I was fresh, young and green my manager took me to one side and said; “Don’t sell the features, sell the benefits.” I am confident you have heard that term too. If not, let me explain. Every product or service has a feature. A feature
What Are You Selling? Read More »
I think I first learned about the difference between open and closed questions during my time studying GCSEs at College. I want to keep this article brief, and give you my thoughts on which of these types of questions work better in a sales pitch! If you are new to these terms, allow me to
Open and Closed Questions – Which Sell Better? Read More »
We are surrounded by opportunities wherever we turn. We live in a world where it so easy to be distracted; whether that be from our mobile phones, social lives and company policy, practices and procedures that we forget to look around us and look for the opportunities right in front of our faces. In a
Keep Your Eyes Open Read More »