Sales Techniques

The mistake that is most common throughout the sales industry is that, sale consultants think they know what their clients want rather than ask. By asking the right questions you will not only uncover your clients buying strategy but most importantly find out if you can deliver on what they are looking for. (Read more…)

In today’s world, time seems to be going faster than ever before. By the end of the day we look back at the ‘To Do’ list we had at the beginning of the day and see it is now longer than the one we started with. (Read more…)

It’s surprising that there are so many sales people these days selling products without first building rapport.

They are missing the first and most important step required when selling a product or service which is costing organisations heavily, with the loss of revenue and decrease in repeat business. (Read more…)

Most professionals know they must network in order to achieve long-term business success. 

I remember as far back as high school being told by my guidance counselor that I needed to “meet a lot of people and build a network.”  That was great advice back then and even better advice today. (Read more…)

Sell to the customer’s value expectations, not to your value propositions.

We’ve all heard the rule of listening to what the customer has to say, and there’s not a salesperson who thinks they don’t listen to the customer. Reality, however, is quite the opposite. I find time after time when I’m working with salespeople across any number of industries that the failure to listen is a huge issue. (Read more…)

How to Sell More in Less Time – By Jim Domanski

There are only 4 outcomes to any sales situation: a sale, no sale, a continuance and an advance.

The first two outcomes are easy to comprehend. But the line between continuance and advance is the line between mediocre reps and immensely successful reps. If you’re interested in reducing the sales cycle, working on better qualified leads and generating more sales, pay attention.
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This article is based on my 17 years of direct sales experience working in SME, Corporate and Public Sector. 

I have been a top 10% National Sales Performer for over 15 years, which included no. 1 position in 1998 and top 3 performer for 3 consecutive years nationally with Orange, and Regional Newcomer of the year in 1990 and Regional Sales Person of the Year in 1991 with Yellow Pages. By following these simple rules, you too can build up your own sales success. (Read more…)

So you’re on a train, queuing at the bank or perhaps even in a lift and you start talking to someone rather interesting. 

This person happens to be the major decision maker for a company you’d love to go after. (Read more…)

Does a salesperson sell a product, service or idea or does the customer buy what the salesperson has?

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Selling is not so much about the features of our products or services–or even the benefits the customer receives.  Rather, it is about our relationship with the customer.  People do business with people they trust.

That doesn’t mean people won’t make an occasional purchase of a specific item or service from someone they don’t trust, because most people will.  However, those purchases tend to be exactly that—one-time purchases.

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