Sales Skills

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.

Provocative Selling methodology

Provocative Selling | Provoke Your Prospects

Provocative Selling was born from the idea that challenges are opportunities. So, if you’re ready for the challenge, keep reading to learn what Provocative Selling is, why it’s relevant now and how to start applying it to your sales process. Also read: What is Provocative Selling? |  Provocation-Based Selling Definition Provocative Selling, also referred to […]

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16 Proven Sales Strategies For Small Businesses

You have a great product or service, but no one is buying it – why? For this reason, this article will focus on three major areas of sales and their relevant strategies for increasing sales; relationships, customers, and products.  Furthermore, the fundamentals covered are excerpts of short sales tips from Founder Tom Abbott’s book ‘The SOHO Solution:

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Why Relationship Selling Is Essential For Increasing Sales

How important are relationships when selling a product or service? A salesperson can compete based on product, price and service but still lose the sale because of the relationship between the customer and a competitor’s salesperson. Consequently, it’s no real surprise that people prefer to buy from people they know, like and trust. Your likeability

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How To Have A Positive Attitude in Sales

Negative attitudes just become a self-fulfilling prophecy. For this reason, creating and maintaining a positive attitude in sales is critical to your success. Imagine you have two equally knowledgeable, equally skilled, similarly able people offering the same product or service. One has a positive attitude, while the other has a negative attitude. Now, I could

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features-vs-benefits-explained

Features vs Benefits: What’s the Difference & Why Does it Matter?

Alone, features and benefits mean nothing to your prospect. Yet, together, they connect the dots to create a story that resonates with their needs. It is a perfect combination that will sell every single time. Still, so many sales professionals struggle to translate the features of their offering into benefits. The result? They lose out

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Why Aren’t There More Women In Sales?

Why Aren’t There More Women In Sales? | 5 Expert Confidence Tips

As the world celebrates International Women’s Day, I’m wondering, why aren’t there more women sales? That question assumes there are more men than women in sales. So is that assumption true? After searching for “women in sales” on Google, I find a Women in Sales Infographic Trends by Alex Hisaka on the LinkedIn Sales Solutions Blog. On

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Praise In Public; Correct In Private | How To Build Trust

As a leader, you’ve probably heard of the phrase Praise In Public; Correct In Private because praise and criticism are necessary for providing feedback to your sales team to develop. Additionally, when focusing on creating trust and healthy company culture, it’s imperative to remember that when you criticize your sales reps, they will remember most

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comprehensive guide to sales pipeline management

Sales Pipeline Management: How To Manage Your Pipeline And Shorten The Sales Process

When it comes to managing your sales pipeline, it’s important to understand every stage of your pipeline and what it takes to progress your prospect to the next step in your funnel. The act of sales pipeline management is the conscious effort to keep track of your prospects and know which stage they’re currently at,

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The Ultimate Guide To Increasing Insurance Sales: 7 Expert Tips

We get it. Trying to sell insurance in these far from optimal times is becoming increasingly hard for insurance agents. There is more pressure and fiercer competition than ever before, not to mention that some customers are losing jobs and might not be able to afford their insurance anymore. Just consider this data point from

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