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, ValueA 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, ValueEven 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, ValueWe 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