Avoiding and Handling Tricky Sales Objections If our work with sales teams around the world is anything to go by, customers haven’t yet stopped giving you reasons why they don’t want to buy from you…and we are regularly asked for ways to address objections during our sales programmes. Tip 1: Heading objections off at the […]
View PostNegotiating from a position of strength
Negotiating from a position of strength Participants in our win-win negotiation programmes, often state that their main objective for attending the programme is that they want to feel ‘stronger’ in a negotiation. In this short blog article we aim to provide some quick hints and tips to allow you to walk in to a negotiation […]
View Post Leadership, Learning and development, Negotiation, Sales, Sales TrainingSelling to different customer ‘types’
One of the differences we have noticed in our conversations with sales managers over the last few years, is that there is a real acceptance that the ‘one-size-fits-all’ approach to selling simply doesn’t work anymore – not unreasonably, customers and prospects have increasing expectations that a salesperson should tailor their pitch to them. This can […]
View Post Communication, Meetings, Presentations, Sales, Sales Training, Selling, Trust, ValueMaking every interaction count!
A simple, but highly effective model that might just transform your life… How often do we sit in a meeting (obviously organised by somebody else…) and think “why am I here and just what am I getting from it?” When you walk away at the end of the interaction still none the wiser, do you […]
View Post Communication, Meetings, Presentations, Sales, Sales Training, Selling, Trust, Value10 Tips for Successful Price Increase Conversations
Even the most confident among us have had to fight back our nerves when faced with telling a customer about a price increase.…. Over the last few months we’ve worked with sales teams who have been given this daunting task and have now pulled together a handy guide to make these conversations both more comfortable and effective! We’ve […]
View Post Communication, Negotiation, Sales, Sales Training, Selling, Trust, ValueThe importance of ‘Buying Triggers’
We all need to occasionally phone somebody up who we have not met before with aim of securing a meeting. Maybe if telemarketing is your day-job, this is an everyday occurrence! But perhaps you are: Leading a start up company A partner in a professional services firm A salesperson with a new business responsibility An […]
View Post Cold Calling, Sales Training, Telemarketing, Triggers