Sales Blog

One of the most common objections across all industries is the price objection. It’s too expensive, I can’t afford it, I don’t see the value. The key to overcoming this objection is clarifying if the prospect doesn’t have the budget, which means they can’t afford it, or if they have the budget, but don’t think […]

Many sales professionals in ICT (information and communications technology), struggle with translating features to benefits. As broadband champions and integrated information and communications providers, they have really cool technological products and services, but they struggle describing the features – and more importantly, the benefits – to their customers. They find themselves using technical language like CPE, EPE, […]

8 Golden Rules to Consultative Selling from Tom Abbott, CSP The 8 golden rules to consultative selling success. What to do and what not to do when it comes to solution selling. Also Read: Sales Infographics – From Motivation to Strategy Motivational Sales Quote Images for Sales Professionals Sales Training Slide Decks Rule #1: Know […]

4 Steps to Consultative Selling Success, how to incorporate solution selling into your sales process. Step 1. Know everything about your product. Step 2. Have a clear roadmap of your sales process Step 3. Ask questions to uncover problems Step 4. Sell solutions – not products Hey everyone, it’s Tom Abbott here. Founder of Soco […]

How To Get The Best ROI From Training from Tom Abbott, CSP ROI means return on investment. It is a metric to measure the performance of the investment. It measured by dividing the benefits by the cost. In this article, we discussing how to measure sales training ROI. So, this leads us to a powerful […]

Here’s a startling statistic: When you’re cold-calling, you may have to make an average of eight calls to an organisation before you’ll get through to the right person. Now, I don’t know about you, but that doesn’t sound good to me. That’s why people hate cold calls, because they’re cold. In order to get past […]