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Great Selling Skills are Transferable Across Any Industry

In today's world great sales people are really not the pushy, over-confident stereotype that most people think of when they hear the word 'sales person' or 'salesman'... continue reading

Posted on 20 February 2012

Feel, Felt, Found - Objection Handling

The Feel, Felt, Found method is one of the most familiar objection handling techniques available to the modern day salesperson. Here is how you can make it work for you... continue reading

Posted on 31 January 2012

The Importance of Identifying and Understanding Buyer Personalities

An ability to understand and identify the personality of the buyer is one of the most useful sales techniques in a sales person's arsenal... continue reading

Posted on 9 January 2012

Separating the Great Sales People From the Average

What does it take to be a great salesperson? Here we explore the selling skills, attitudes and behaviours that separate the great salespeople from the average... continue reading

Posted on 16 December 2011

Be Aware of Your Sales Personality to Adapt Your Selling Approach

While there is no "right" personality that will work for everybody, an awareness of your own sales personality will enable you to adapt your selling approach to suit your buyer's preferences... continue reading

Posted on 7 December 2011

Why Do So Many Sales Proposals Fail?

Writing sales proposals can be a difficult and time-consuming task. Yet these proposals are often crucial to creating buyer urgency and accelerating the sale... continue reading

Posted on 25 November 2011

Be Prepared to Enhance Your Negotiation Skills

Good planning and preparation of the negotiation process is critical to the success of any B2B sales person. Here are 6 quick tips to help you improve your negotiation skills... continue reading

Posted on 18 November 2011

Should Sales People Be Given More Pricing Authority?

I was taught at Harvard that if you are responsible and accountable for a leadership or business task, you must have the full authority to make decisions. Well, shouldn’t this be the same for salespeople?… continue reading

Posted on 10 November 2011

4 Tips to Increase Sales with Consultative Selling

Consultative selling involves acting more like a consultant than a conventional salesperson. By mastering the art of consultative selling, you will gain a clearer understanding of the customer's world... continue reading

Posted on 7 November 2011

Embed the Right Selling Skills with Effective Sales Training

With economic turmoil in Europe and fierce competition across multiple industries, a key question for any sales management team centres around how prepared their sales teams are for an uncertain future... continue reading

Posted on 3 November 2011