Process & Method Archives

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.

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.

5 Strategies For Smarter Sales Targeting

Prospecting & Leads 0

So much sales and marketing energy is wasted on people and mediums that are never going to provide a return for your time, effort and energy.

How Do Salespeople Sell Insights?

Presenting & Objections 0

Insight is the capacity to gain a deep understanding of something. How can the thinking of salespeople can change via the 4 C's (Content, Consult, Context & Construction) to become an ‘authentic authority’ in your field?

Sales Scripting: Get A ‘Yes’ In 7 Easy Steps

Presenting & Objections 0

Sales scripting is basically the process of transcribing your sales call – from questions and jokes, through to stories and how you close the sale. A carefully crafted sales script allows you to take control of the sales process – and this means far less is left to chance.

“I don’t have budget” – what to do next

Negotiation & Closing 0

You’re with a prospect and they have a need—yet they are saying your solution is too expensive. You’re concerned they will look elsewhere.

Networking At A Conference – How To!

Business development 0

After 10 years in running EVENTS, Trade Shows and Entertainment, people always said the same thing to me, that the networking was the best part of the event, it didn't matter how much technology or free drinks we put on, business people always love to chat.