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.
Becoming a product expert: Being familiar with your products, the things you sell and clearly communicating the features and benefits. There’s good news and bad news. I’ll start with the bad news. Buyers have more choices available to them now than ever before. And those choices complicate the buying process. Now the good news. Becoming […]
Becoming a Product Expert Read More »
While exhibitions are an exciting and excellent way to build relationships with potential customers, they can often be overwhelming and demanding. Not only are you selling in a densely competitive environment, but there are also tons of distractions keeping prospects away from your stand. From lights, videos, graphics and interesting freebies, there’s a ton to
15 Tips For Attracting More Visitors To Your Exhibition Stand Read More »
In theory, if you’ve done everything right up until the final moment, closing the sale should be a piece of cake. 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 »
While in-person sales kickoffs are invaluable for networking, team building and creating unique collaborative energy – organising and successfully executing a virtual conference is very different from in-person events. One of the common concerns when it comes to virtual sales kickoffs is how to keep the audience engaged throughout, while also motivating and inspiring them
How To Plan An Engaging, Inspiring & Innovative Virtual Sales Kickoff Read More »
Audio is everything at the moment. There is a real explosion of voice-only inspired apps – how can we forget the success of Clubhouse? But voice apps aren’t just great for social networking; they’re also perfect for social selling. Personalisation is everything these days, and customers prefer to buy from someone they know, like and
LinkedIn Voice Messages: How To Leverage Sales Best Kept Secret Read More »
If you’ve ever tried to get a meeting or presentation in with a c-level executive, then you know how hard it is to connect with these key decision-makers. Not only are the needs and motivators of the C-Suite far more complex than selling to other stakeholders, but they also have a laser focus on achieving
The Ultimate Guide To Selling To The C-Suite Read More »
Many salespeople think that once a request for proposal (RFP) is out, it may be too late to win by competitive advantage. However, getting ahead of the competition when bidding for an RFP doesn’t have to be complicated – but it does require asking the right questions. Salespeople that put the time and effort into
The Secret To Getting Ahead When Responding To RFPs Read More »
Salespeople are very much like doctors in the sense that we (should!) diagnose before we prescribe a solution. For instance, selling a product or service to someone you’re not entirely sure needs it is comparable to your doctor handing you a prescription before taking the time to understand your symptoms entirely. Can you imagine that happening? Of
How Sales Reps Can Identify & Resolve 4 Common Customer Pain Points Read More »
An important part of sales success is keeping your leads organised. Not only is it central to managing your sales pipeline and activities as a whole, but it’s also fundamental to understanding your customers. However, we know that it isn’t always that easy to differentiate between a suspect and a prospect. Especially when at face
Separating Suspects And Prospects: Improve The Leads In Your Funnel 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 of the talking to sell their product or service. In reality, what ends up happening is they talk themselves out of the sale
Diagnose Before You Prescribe To Be Successful In Sales Read More »
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