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.
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 »
I recently spoke at a regional sales meeting in Cambodia for a multi-national company, a no.2 company in their industry. With team members gathered from across Asia, I shared with them what it takes to get to the top. Sure passion is good, but there’s a better alternative to passion. In this episode, I discusse
Why You Don’t Need Passion 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, there’s a simple yet powerful technique that can
The Assumptive Close: A Powerful Tool for Increasing Sales Read More »
Also read: 5 Small Biz Sales Myths Debunked Out Of The Box Networking with Kerrie Phipps Some crazy things are happening in Asia right now with the virus going around. Travel has dropped drastically, people are avoiding going out as much and projects are being postponed. In this episode, we discuss how to make full
Got More Time On Your Hands? Do this. Read More »
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 are those leads being handled effectively? Or are they being wasted on untrained reps? In this episode, Tom Abbott uncovers the
It’s Not A Marketing Issue, It’s A Sales Issue Read More »
You know what? It’s easier to sell something expensive rather than something cheap. Now, this is important because too many people think they need to offer the lowest price or give significant discounts to get deals, but the opposite is true. In this episode of the Selling in Asia podcast, Tom Abbott explains precisely why
Quick Tip: Why it’s Easier To Sell Something That’s Expensive Read More »
The new year is right around the corner, and whether you believe in new year resolutions or not, I hope you’ll start the new year with the attitude to make 2020 your best year yet. The new year is right around the corner, and whether you believe in New Year’s resolutions or not, I hope
Quick Tip: Why You Should Have A New Year’s Resolution Read More »
So you’re wondering how to increase your LinkedIn connections? Whether you’re looking for potential clients, new employees or a new employer, building your LinkedIn connections can be a very valuable asset. When done correctly, with the right amount of effort, you can quickly go from hundreds to thousands of connections in just a couple of
How to Increase Your Linkedin Connections Read More »
It’s not uncommon to see salespeople everywhere leading with ‘I give the biggest discounts, I have the lowest price, I will give you a good deal’. They do and say all of this because they don’t know how to differentiate from the competition. But really, no one is going to buy something no matter how
Quick Tip: Don’t use Price to Differentiate Read More »
The other day the LinkedIn app on my phone just started blowing up with messages. People were saying ’congrats’, congratulations! Way to go! And I’m like What’s going on? Turns out LinkedIn had shared my 20-year milestone at SOCO Sales Training. It’s been 20 years since I started this company! It’s been quite the ride
Lessons from 20 Years in Business Read More »
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