“We’re considering a few options, and at face value, you all seem quite similar - even the pricing. Why should we buy from you?”
This is one of the most common yet challenging questions sales professionals face. Many ...
There is a condition in sales that occurs in even the most skilled professionals; an underlying killer of consistency that creeps in when you least expect it. It starts off with a seemingly harmless voice that tells you, “It can wait ...
Inconsistency is a pervasive issue in many organisations. Despite their best efforts, businesses struggle to maintain a steady pace of sales growth. Sales leaders are continuously puzzling over what causes inconsistency. Some ...
In the world of sales, where external factors like the economy and pricing are beyond control, one powerful tool remains firmly within the grasp of every salesperson: the ability to listen. The importance of effective listening cannot ...
In the dynamic realm of sales, where success often hinges on the ability to influence and persuade, there’s a critical yet often overlooked factor that significantly impacts performance: desire. The level of desire a salesperson ...
The ability to formulate insightful problem queries is one of your most potent instruments in the sales management toolbox. These targeted inquiries not only uncover your prospect’s pain points but also position you as a trusted ...
You might find yourself wondering what truly distinguishes a good sales trainer from a great one. Imagine having sales trainers who not only understand the nuances of your industry but can also transform your team’s performance with ...
The ability to lead and nurture talent is more crucial than ever in today’s fast-paced sales environment. How can you ensure your team is not just meeting targets but thriving? While many have honed their skills through experience, ...
As part of our sales management courses, we learn that the reality is that cold calling remains a prominent sales strategy, despite the growing prevalence of digital marketing channels. However, the effectiveness of cold calling is ...
Customer loyalty is crucial for any business’s sustainability and growth. The loyalty of your customers hinges on two key things – their expectations and their experience with your company. The more you understand your customers’ ...
Success is a multifaceted concept that often leads us to question who or what is truly responsible for our achievements. Is it the company we work for, the products we offer, prior sales coaching, the support of our colleagues, or ...
In sales management, the presentation and proposal stage is a critical juncture where deals can either flourish or flounder. Too often, sales professionals fall into the trap of showcasing their company’s achievements and merits ...
