Sales Training: The importance of your beliefs for sales success
Sales can be a tough job, but it’s one that can be incredibly rewarding with the right approach, sales training and mindset. One of the most powerful drivers of success in sales is a fundamental belief in yourself, your company and ...
Sales Training: Why too many sales engagements result in no sale
Salespeople are always striving to make more sales and have a consistent stream of engagement with potential buyers. However, sometimes despite all the effort they put in, they still fail to convert leads into customers. In this ...
You or the lotto
On the 13th January, 3 people won the American Powerball lottery and shared a massive US 1.6 billion, the equivalent of R26.56 billion!
In the lead up to this, I spoke with friends in America who were excited about the opportunity ...
Sales Management: Understanding a Prospect’s Urgency
In sales management, there’s a hidden pitfall that can derail even the most promising deals: misunderstanding a prospect’s urgency to act due to your urgency to close. It’s a subtle but costly mistake, often leading to missed ...
Sales Training: What holds salespeople back from prospecting?
Prospecting is the lifeblood of any sales organisation, yet many salespeople struggle with it. What makes it so difficult? Call reluctance, fear, rejection, lack of confidence, competence, and achieving poor results are some of the ...
Sales Training: Addressing missed growth opportunities with customers
Any seasoned salesperson knows that it’s much easier to sell to a current customer than to a new one. But many companies and sales teams simply don’t have a process in place to unlock growth opportunities with their existing clients. ...
Sales Training: The power of a cross-sell matrix
If you’re looking to grow your business, it’s important to focus on the right customers. Not all customers offer the same growth opportunities, so how do you decide which ones to focus on? This is where a cross-sell and upsell matrix ...
Sales Training: The power of asking for commitment and how to do it
As a salesperson, you’ve likely gone through the entire sales process - from making the initial call to presenting your solution - only to find yourself stuck at the final step: asking for the business. It’s a common roadblock that ...
Sales Training: Great questions unlock the sale – how good are yours?
Building trust with your sales prospects is essential to winning their business. When prospects trust you, they are more likely to be honest with you about their needs, listen to your recommendations and select your product or ...
Sales Training: How loyal are your customers and how do you know?
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’ ...
Sales Training: What you need to discover to qualify prospects before presenting
In sales, qualifying prospects is the backbone of your success. You can talk to as many leads as you want, but if you aren’t qualifying them properly beforehand you’re wasting valuable time and resources. The time spent on unqualified ...
Sales Training: Why sales engagements result in quoting, hoping and no sale
Sales is an essential part of any business and often the first sales engagement can be the make-or-break moment for a new client relationship. It’s natural for salespeople to get excited about a new lead, but sometimes those leads ...