In sales, few questions induce as much anxiety as the dreaded, ‘How much will this cost?’ In the rush to provide an answer, many salespeople inadvertently open the door to discounting, potentially compromising the value of their ...

In the competitive world of insurance sales management, success is not merely a matter of chance or circumstance; it’s a product of deliberate action, strategic planning and unwavering responsibility. In an industry where targets are ...

A knowledge of closing tactics is essential in the dynamic field of sales management, where opportunities for success and failure can materialise in an instant. Yet, in a landscape where authenticity reigns supreme and trust is ...

In the world of sales, it’s easy to get swept up in the pursuit of targets, the pressure to adapt to shifting market conditions and the constant drive to close the next big deal. And you might feel like many factors - like economic ...

Do you wince at the thought of cold calling? You’re not alone. Many salespeople dread the idea of having to make a call. What’s the deal? It could be that cold calling is one of those things that people inherently dislike doing, ...

Sales prospecting is a crucial aspect of the sales management process, but it can often feel like a gamble. As a sales professional, you might sometimes find yourself getting excited about a new lead, only to discover that they’re not ...

What is price? Price is the amount of money required or expected as payment for something. The next question that needs answering is, “Are value and price the same thing?” The simple answer is NO. Value is either the importance or ...

First came the Internet, then came Live Chat and now we have Social Media. Information that once took months to travel now happens in seconds (and in full high definition). What we cannot deny is that every day that Google, Facebook ...

Extinct species include the Dinosaurs, Woolly Mammoth, Cape Lion and the Sales Hunter could shortly be added to that list... Where have all the sales hunters gone? With every meeting I have with sales leaders, it becomes more and ...

You are responsible for your own happiness The secret to making massive profits can only truly be achieved with happy staff. It's called the Happy Bottom Line™! The latest research has shown that not only is it possible to ...

Maximize the time you invest on the things that will result in sales I was chatting to a financial advisor about investments recently and it got me thinking about a sales person’s most precious investment…….what they do with their ...

The aftermath of the fall in strength of the South African Rand is grim in many respects. Many businesses will have to implement measures to ensure that they survive the struggles that will ensue. This may have serious effects on ...