Category Archives: Sales

Sales Demonstration Skills

The demonstration may be to keep customers informed, find needs, or to prove that a solution is the best. These varying aims and stages in the sales process mean that our approach must be appropriate. Common errors include inflexible standard demonstrations and demonstrating our ‘flavour of the month’ instead of responding to the customer. Overview… Read More »

Advanced Selling Skills

As products and services become more alike the real competitive edge lies in the skill of those dealing with customers. Advanced Selling Skills takes selling skills to a more advanced level. Overview In a competitive situation, every minor aspect of selling becomes more important. As products and services become more alike, or can answer the… Read More »

The Four Most Difficult Sales Types to Manage

Managing salespeople is never easy. The top performers who also do things in the approved fashion and the chronic under performers are relatively straightforward to sort out. It’s the awkward squad who are trickier. Below we offer a snapshot of four of the most common types. The Prima Donna. Very successful, comfortable in their position,… Read More »

Dealing With Objections

Whatever your product, there will come a time when your prospect raises an objection – a reason for not accepting what you offer.  Customers use objections to play games with salespeople. They also use them as a way of expressing in a deal: “I don’t think we can use this…” can often mean “Tell me… Read More »

Six Essential Requirements Of Real-Time Sales Management Information

Knowing more than your customers, before your customers, in a joined up way is now a business given. Below are the primary data sets any self respecting sales organisation should have a handle on: Customer Data The holy grail. A 360° view of what they are bought, buying, and thinking of buying by product/service line,… Read More »

Seven Bad Sales Development Tools

There is a lot of ‘get good quick’ type sales development advice about. We thought we’d share with you 7 we have come across being peddled recently. Understand The Secrets Of Effective Time Management. There are no secrets, simply work out what really matters to you and prioritise accordingly. It’s like effective weight loss; eat… Read More »

Six Signs of Real Solution Selling

The  concept of solution selling has become devalued to the point where everybody is ‘selling solutions’. See Private Eye (www.private-eye.co.uk)  for some of the most extreme and ridiculous examples. In our work we have found bringing clarity to clients’ value propositions in relation to how they view solutions is hugely beneficial in making their sales… Read More »

Why Does Management Get Setting Annual Sales Targets So Wrong

One of the major success drivers of sales performance can be measured by the amount of ownership salespeople have for their targets. The logic is inescapable; if salespeople really own their numbers then they will work tirelessly to achieve them. The opposite is also true, if they don’t own the numbers they will spend all… Read More »

Some News From The Frontline – How Field Based Salespeople Need To Stay Sharp

In tough times buying power moves further up the purchasing organisation. Salespeople need to develop strategies to follow the money. Price is becoming a huge issue. Salespeople need two things in their sales tool box. (1) The ability to sell a value based proposition. (2) The ability to negotiate. Salespeople are emotional people. When times… Read More »