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The Science of Persuasion

By / / Blog, Selling Skills / 2 minutes of reading

Forget dictatorships, command and control style approaches, persuasion has a lot more going for it when it comes to better sales, better relationships, better team work, better business outcomes and long term change in actions and behaviour. The term persuasion is most commonly associated with sales people. And there’s a good reason for that. If we consider the Business Dictionary definition of persuasion, “process aimed at changing a person’s (or […]

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Everybody lives by selling something

By / / 2 Comments / Blog, Ethics and Values, Selling Skills / 2 minutes of reading

This statement was coined back in the late 1800’s by Robert Louis Stevenson. It shows how everyone needs to consider selling as part of their professional life. It doesn’t matter what your work is, hairdresser, accountant, lawyers, engineers, trade, everyone. We all live by selling something. In our lives we are all exchanging things of value. Whether what we exchange is of value to others should be determined through effective

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I’m not a salesperson but I have to sell. What do I do?

By / / Blog, Selling Skills / 3 minutes of reading

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 often doesn’t feature in university lectures. In fact, selling is in many cases covered over and, if spoken about at all, is only mentioned as an unsavoury

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Death of a Salesman

By / / Blog, Selling Skills / 2 minutes of reading

Have you looked around in tech sales – including computers, mobiles phones, gadgets, audio etc? There seems to be a hell of a lot more marketing going on and less selling, sales people in the shops are not doing the selling – but the marketing department and the hype is. There is more emphasis on the marketing and the looks, more hype, more stuff, more launching of a new product

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One important Item to keep your Sales Wheels Turning

By / / Blog, Online Courses, Online Training, Sales Training, Selling Skills / / 2 minutes of reading

Maintaining momentum in a sales career requires a proactive, disciplined approach. There are many things to consider and put together to achieve an effective selling week and sales year. The onus is on us, the salesperson, to make the most of what we have. However, many sales people unfortunately adopt the approach that it is their company’s responsibility to train and educate them, to provide everything they need before they

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Shut up and Close the Sale

By / / Blog, Selling Skills / / 2 minutes of reading

The buyer gives the sales person a clear buying signal like: ‘Where do I sign? When do we start? How many can I get?’ and so on. And what does the salesperson do? They carry on telling the prospect about additional features and benefits, none of which are of real interest to the buyer who has already made a decision to purchase. Sound like another story? Don’t be fooled there

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How much Sales Training should I have?

By / / Blog, Online Courses, Online Training, Selling Skills / 2 minutes of reading

Highly effective sales people do not happen by chance.  Top performing companies across industries provide their sales teams with no less than 8 days of focussed sales training per year, excluding product training. Of course, larger businesses can afford to invest in the development of their sales teams and appear to have the upper hand when it comes to highly skilled sales and service teams. Having regular and quality training

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10 Do’s of Onlines Sales Training

By / / Blog, Online Courses, Online Training, Selling Skills / 4 minutes of reading

Here are 10 important Do’s that every successful online training provider should incorporate into their online (sales) training courses, well in my humble opinion anyway. Present the benefits of undertaking the course, module or topic Do not let your participants dive into a course, module or topic without providing them what the aim is. If you just dump the content in front of them in the hope “they will pick

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Client Buying States

By / / Blog, Sales Planning, Sales Strategy, Selling Skills / 2 minutes of reading

Selling can get quite confusing sometimes. The more you know about it and understand the different things that are involved in selling can help you have a clearer picture and become a better salesperson. An interesting point to know about is that there are mainly four different Buying States.  They are classified as: Opportunity Problem Static Blinkered Buying States that show that a sale is possible: Opportunity: Your prospect recognises

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We want more than a script

By / / Blog, Online Courses, Online Training, Selling Skills / 2 minutes of reading

A sales script is a well constructed set of guidelines that support us when we prospect. Millions of sales people around the world use sales scripts.  Used properly, sales scripts act as scaffolding or bridgework to help us earn the right to have a meaningful discussion with our prospecting customers, members, donors, or subscribers. Good sales scripts: are purposeful – have a clear reason why we are calling someone; use

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