Process & Method

Selling isn’t easy under the very best of circumstances. There are things you can do to make it much more challenging without intending to. Here are nine mistakes salespeople make and their root causes.

LinkedIn is not a social media platform that rests on its laurels. It's regularly rolling out changes to the way it operates, and the way it processes our information, keeping up with those changes can be a challenge for all but the most diligent.

Finding new opportunities and creating them are two different outcomes. Creating new opportunities requires a different approach. If you aspire to be a trusted advisor, you need to demonstrate why and how.

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.

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.

67 per cent of salespeople do not achieve their sales targets. Thanks to the internet, buyers now have more information available to them than ever before. This easy access to knowledge is putting sales reps into a weak position, as it empowers buyers to take charge of the sales process.

RFPs may not be a smart way for a company to choose a supplier or a business to win clients - both may not be not giving themselves the right opportunities for success.

Mastering video conferencing opens up all sorts of opportunities. It puts us ahead of those that only use the telephone. ‘Seeing’ a client makes it easier to build rapport, engage eye-to-eye, ‘showcase’ our wares and gauge reactions.

Every sales person must personally 'own' and masterfully execute these 3 things if they are to succeed in high-value, or any form of business-to-business, selling - The Right Narrative, The Right Combinations and The Right Mindset.

There’s great triumph in nailing an online meeting. It sets you apart from competitors, deepens credibility, crystallises value and builds relationships.