ideas for sales people and Sales leaders

April 8, 2019

After arranging a sales meeting with a decision maker, we need to make sure the meeting will go well and we come away with solid customer commitment to proceed. If you or your sales team have plenty of meetings but next steps are missing, read on.

How can we achieve thi...

March 22, 2019

Here is a quick read on how to organise your 121 s with sales people.

Regular meetings between rookie sales people and their sales manager is key to developing a good sales person into a great one.

  • Schedule 35 minutes  meetings at the same time, early in the week if...

March 20, 2019

This sales management story demonstrates that a lack of sales results and low activity/morale can be fixed through route cause analysis, vision and team work.

Some months ago, I started working with a well-established business supplying high end architectural fittings t...

March 1, 2019

This sales idea for sales leaders and sales people explains why developing good sales habits makes sense, how it benefits professional sales people, their leadership and what the key good sales habits are. A few bad sales habits are included!

Why have good sal...

February 20, 2019

This short sales insight is aimed at sales people who want to be seen as trusted advisers and at company leaders who need their sales teams to become trusted advisers.

Why do buyers need sales people or traditional reps in 2019. Do buyers really want to m...

February 14, 2019

A well structured Training and Coaching intervention backed by Senior Management and supported by the whole business is key to sustainable behavioural change. Here is what happened when I worked with a sales team..........

One day in the not too distant past I met a sen...

February 1, 2019

This Training and Development insight is aimed at senior Sales Leaders and Sales Training Directors who are seeking new effective ways to develop their sales teams.

The Sky was darkening, the wind and rain was growing much stronger and the crew were feeling anxious as t...

January 25, 2019

No matter whether your selling style is transactional, relationship based or consultative, deals need to be closed as fast as possible.

This sales tip covers 5 proven closing techniques and provides examples how to use them.

Here are they are:

  1. Pre-close

  2. Alternati...

January 22, 2019

This sales tip is for sales people who talk too much! 

Every Sales Training course we have ever been on, tells us we should listen more to our (prospective) customers. I am sure you would agree. Yet, most of us just cannot keep our mouths shut….

Why? Sales people like to...

January 19, 2019

20 sales ideas how to win a deal where the competition beats you up on price.

Ever lost a great deal because you were not cheap enough? Want to find a way to not sell on price?    Read on.............

I believe sales people should create value in the eyes of th...

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