Sales is a skill that needs to be practiced, learnt and developed to be successful. In our sales skills articles, you can find the essential strategies all sales professionals, business development representatives and agents need to implement.
Too many companies think they have a marketing issue when, in fact, they have a sales issue. Yes, sometimes there is room for marketing to improve, but what I like to look at is whether those leads are being handled effectively? Or are they being wasted on untrained reps? In this episode, Tom Abbott uncovers […]
It’s Not A Marketing Issue, It’s A Sales Issue Read More »
What do you do when your customer says they only have a budget of $2,000 (or so they say) – and your product sells for $2,500? You know they’ve just hit you with the dreaded price objection, so what do you do? Do you drop the price to $500 to match their budget and give them a discount?
Cheap Buyers? How To Deal With Low Budget Customers In 6 Steps Read More »
In this Selling in Asia podcast episode, Tom Abbott sits down with Steve Benson, Founder and CEO of Badger Maps. A time management software that helps sales reps optimize their routes and be on time. He was Google Enterprise’s top sales executive in 2009 and hosts the Outside Sales Talk podcast. Join them as they
Adapting To The New Normal In Sales with Steve Benson Read More »
In a perfect world, prospects will be easy to qualify, move through the sales pipeline with ease and have absolutely no sales objections. Unfortunately, we don’t live in a perfect world. If prospects didn’t have objections, then they would’ve bought your product already! That’s why objection handling is just half the fun in sales, so keep reading
The Ultimate Guide to Overcoming Objections in Sales Read More »
Have you ever talked yourself out of a sale? If you have, there’s a good chance you weren’t listening to your customer. Too many people think it’s their role to do all the talking to sell their product or service. In reality, what ends up happening is they talk themselves out of the sale because
Diagnose Before You Prescribe To Be Successful In Sales Read More »
I’m an international sales expert, and I’ve compiled an Amazon Listmania! List of books to help home-based businesses, small business owners and home office entrepreneurs to grow their businesses. This list includes: Business Books 1. Steve Jobs by Walter Isaacson 2. The 7 Habits of Highly Effective People by Stephen R. Covey 3. Outliers: The
Business and Sales Books for Businesses Read More »
With physical distancing efforts, we know many of you (including us, guilty as charged) have been consuming Netflix shows like there’s no tomorrow. So, maybe it’s time to mix things up with some good old-fashioned reading- and perhaps even pick up some new skills while you’re at it! Considering Mark Cuban states that he spends three hours
The Top 10 Best Sales Books On How To Sell Read More »
The world of sales can prove challenging and, at times, intimidating. It’s little wonder that many salespeople find themselves approaching the close of a sale with an almost apologetic attitude. There’s a difference between using a soft close and simply giving the customer an easy out. Fortunately, a simple yet powerful technique can help you
The Assumptive Close: A Powerful Tool for Increasing Sales Read More »
All salespeople want is for prospects to say yes, sign the dotted line and shake hands. However, not all realize that persuading a prospect to buy from you is an art form in itself. Most salespeople have trouble getting prospects to say yes in that pivotal moment of “Are you ready to commit?”. For example,
How To Get Prospects To Say YES Read More »
In theory, closing the sale should be a piece of cake if you’ve done everything right up until the final moment. So far, you’ve identified your customer’s pain points, helped them uncover related issues, and proposed how your solution will solve them. But for some reason, even sales professionals with advanced sales skills have trouble
How to Ask For The Sale Without Being Pushy Read More »
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