A lot of people I’ve trained in the past seemed to struggle with timing. They tried to close the deal too soon, before the prospect had bought into the concept or the necessary investment. Other … Read more
No matter how good your offer is, lots of people will always complain about the price. Some will think they can get your product cheaper elsewhere, while others will try to haggle your price down. … Read more
Door to door sales is a very noble profession. It can be incredibly hard work and for that reason it is important to work smart. However, the most skilful and experienced sales people don’t have … Read more
Someone walked into my office the other day and tried to sell me a charity subscription. It was one of those donation plans that automatically take money from your account every month. The moment I … Read more
Sales techniques, Sales training
In the end, sales is about closing deals. Just like football is about scoring. But just like in football, sales is not just about scoring, you have to have a good strategy and you have … Read more
Selling to consumers is fun. There is not as much pressure, you usually don’t have to work late and closing a deal usually doesn’t require as much effort. B2B is where the pressure is at. … Read more
I once made a big upsell while I was training one of my sales reps. The rep had been with us for a few months, but I would still accompany him on appointments every now … Read more
Retail is different to most other type of sales. In some ways it’s easier because people are actively looking for something and they’re already in the buying mood. All you have to do is wait … Read more
There is no fool-proof way to overturn any objection, but there is a system that comes close. “Feel, Felt, Found” is a great way to overturn an objection without telling the prospect he is wrong. … Read more
Ever been told that you have twice as many ears as mouths and that you should therefore listen twice as much as you talk? This is definitely true in sales. You have to get your … Read more
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