ideas for sales people and Sales leaders

March 1, 2016

Forget an interactive board, PowerPoint, a laptop, a mobile phone or a tablet. Forget about pen and paper. Coaching a telephone sales person in a real call situation is the most effective way to improve sales performance.

All you need is an additional headset (or speake...

February 7, 2016

The basic idea behind Needs Based Selling is asking your customers relevant questions before making a product recommendation. These questions should be designed to uncover rational and emotional conditions that, once met, enable a successful deal for all.

Below are 4 si...

January 23, 2016

I think the most important aspect of the sales process is PLANNING.
'Boring' I hear you say....

Understanding your prospective customer and his/her company, industry as well as the challenges they face, gives you all you need to close a great deal. Of course you need a...

January 21, 2016

7 short tips to build rapport before you start the content of your customer sales meeting:

  1. Be genuine. 

  2. Be warm and friendly.

  3. Show deep interest in your prospect and their business.

  4. Don’t seem too needy.

  5. Give genuine relevant compliments. 

  6. C...

January 17, 2016

This blog suggests big sales questions you can use to get more sales.

When meeting successful sales people it strikes me they ask big questions rather than make big statements about their products or solutions. I think their sales success is related to asking these...

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