Process & Method Archives

Are You Selling To The Decision Maker?

Business development 0

The focus of your efforts is about being the authority, being prepared and being professional the whole way through – not just pushing to meet with the ‘person behind’.

21 Sales Myths Busted

Process & Method 0

Don't get siloed with who you know, network trade shows, online groups and always be connected around shared interests. Trust me - go do the research.

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.

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,

The History of Sales Methodology – Part 1 (1900 -1950s)

Methodology 0

The History of Sales Methodologies – the sales profession is one of the oldest ones but where did it all start? Part 1 covers the 1900s -1950s.

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.

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.

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.

Sales and the “new normal”: virtual prospecting during COVID-19

Prospecting & Leads 0

Many well-established businesses used to have most of their processes in person, often making the most of events and trade shows. In addition, successful enterprise teams take time to develop and train until they produce results. How does that translate to purely digital?

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.