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Process & Method

    The sales process are the steps you take to make a sale from start to completion. A sales methodology is how you sell and reflects who you are as a business in order to drive sales. Examples of sales methodologies include SPIN, Solution, Conceptual and Inbound.

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    Preparation

    Telephone Sales Techniques For Success (Part 2): Pre-call Preparation

    Business development 0
    Once you have your general mindset under control, it’s time to look at how you prepare your week. Be organised, be clear on your structure, focus areas and priorities.
    so what

    The “So What” Card

    Presenting & Objections 0
    During your presentation dry-run, ask your colleagues to play the role of the customer. Every time you make a statement, particularly one which relates to your business or your solution, anyone in the room should be encouraged to hold up their ‘So What’ card,
    Painful Process

    4 Actions To Implement When Selling Becomes A Painful Process.

    Presenting & Objections 0
    The only way to discover the truth is to communicate in a way that helps the other person feel comfortable telling you the truth. What you don’t want is for them to think you’re calling just to make the sale.
    Army combat

    Objection Handling – The Special Sauce

    Negotiation & Closing 0
    Most sellers say they're handling objections correctly. If your objection response strategy is sound and you've practised it. Then you and your team should be able to handle 'standard' objections with ease in your everyday selling situations whenever they come up.
    Calling

    10 Reasons Why Calling Is the #1 Skill You MUST Master

    Business development 0
    Calling is the top skill you should be developing to gain an edge, not just for prospecting and landing meetings with C-Level decision makers, but at every stage of the funnel.
    Decode

    Engaging The CEO (PART 2): 10 rules To Decode The CEO

    Prospecting & Leads 0
    How do you engage effectively at the CEO level? The very best leaders are focused on delivering results, making a difference, treasuring time, building people, and leaving a legacy. Here are ten rules to honor on your quest to engage successfully.
    Connection

    How Customer-Centric Is Your Value Proposition?

    Prospecting & Leads 0
    Sales and marketing people have been bandying around terms like Value Propositions, Unique Selling Proposition, Unique Value Propositions for decades. But, unfortunately, they still mean different things to different people. And they have been misused for too long.
    Email Marketing

    What You Need to Know About Pitching Over Email

    Business development 0
    Become someone people want to buy from, not someone that repels people by spamming them over email and LinkedIn.
    Tightrope

    13 Bold Sales Tactics

    Business development 0
    Strategic selling is about engaging early at the most senior levels and some of these tips can help in that regard. If you're late to the dance, many of these ideas may spark ideas to execute before choosing to simply qualify-out.
    ‘On-The-Call’ Actions

    Telephone Sales Techniques For Success (Part 3): 18 ‘On-The-Call’ Actions

    Presenting & Objections 0
    You’ve prepared extensively for the coming call. You’re in the right mindset, and you know everything possible about your client. Here’s 18 tips on what to do when you pick up the phone.
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