Another week goes by and another dozen stories of businesses discounting prices (or being asked to do so by their prospects or clients) appear. This week we heard about a few examples: a business being asked by a prospect to ‘give us a better price because you are doing a few things with us’, a business being told by a client, midway through a project, that ‘they would love to […]
6 Tips on How to Sell Value and Reposition Price Read More »
Someone has to do the selling or you don’t have a business. There are lots of people who have great ideas, skills, processes or inventions but hate the thought of selling. These people usually come from two camps: Camp 1: Those people who understand they have to sell in order to have a business but just don’t know how to do it. They often harbour some fears and anxieties about
Someone has to sell, or you don’t have a business Read More »
In a time poor world, many people including sales leaders and salespeople often bemoan the fact that they cannot seem to make time for important things like continued professional development, coaching, and thorough planning thus leaving their evolution and sales results to chance. Rushing through the day, responding to ‘urgent’ matters and deadlines, getting in and out of sales meetings as quickly as possible, doing the bare minimum with CRM
Using Intelligent Practice to improve sales results Read More »
Sales managers are regularly looking for negotiation skills training for their salespeople. However, digging into their team’s situation and development priorities, it is quite clear, 90% of the time, that their people do not need negotiation skills training, what they really need is consultative solution selling skills training instead. The reason many sales managers and sales teams find themselves in this situation is they think every time their salespeople hit
Key guidelines for Negotiations in Sales Read More »
We can agree: Everybody lives by selling something – whether it be ideas, initiatives, visions, products, services or solutions. Selling is ubiquitous – ever present in our daily lives, internally and externally. Selling is the vehicle that allows opportunity to flourish and people to prosper. Nothing happens until something gets sold. However: As ever present as selling is in our daily lives, most people learn how to sell by default,
7 things you need to know to master the Craft of Selling Read More »
If your organisation is like most companies, some effort is usually invested in product training but not usually in ‘how we sell around here’. Selling is an unusual profession in that selling is ubiquitous – present everywhere; essential for businesses to succeed – yet poorly understood especially when it comes to effectively transferring skills, knowledge and capability to others. Most salespeople will tell you they learn selling by default, not
Is your sales team sinking or swimming? Read More »
How many times have we heard about the salesperson who is so excited about their products that they get caught up convincing the client to buy by continuing to list the benefits of their offer and missing the client’s buying signal only to lose the sale? The buyer gives the salesperson a clear buying signal like: ‘Where do I sign? When do we start? How many can I get?’ and
This tip will help you close more sales Read More »
After years of study and polishing technical skills to be a competent professional in a chosen field, it can come as a shock to many people that they need to sell their services and capabilities. The topic of selling and growing a business doesn’t often feature in university lectures. But in today’s market, a competent selling capability isn’t a nice-to-have add-on, it is an essential business and life skill. You
I’m not a salesperson but I have to sell Read More »
Most of us will agree that as sales leaders we want better and more consistent sales performance. The approaches on how to get there, however, vary greatly. Some tactics offer a temporary lift in sales while other strategies deliver more sustainable changes and lifts in performance over the long term. We’ve outlined three different approaches organisations take to improve sales performance and their impact. Annual sales training session/conference – 1
We all want better sales performance, but what works best? Read More »
Have you ever tried to persuade someone about the merits of a new idea, service or initiative? Most sure you have. Countless times. People do this all the time in our personal, professional and community lives. It is part of being a human. So how did your efforts go? Did you get their attention? Did you convince them to adopt your idea? Did you both get what you wanted out
Selling isn’t only for salespeople Read More »