Using what vs how during your sales conversations, is a perfect example of how certain words and nuances could make a big difference. In this article, we’ll explore the difference between what vs how; and how the small word difference between the two could impact your...
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You’ve probably heard the phrase – ‘sell ice to an eskimo’; but what does this actually mean? And what do you need to know, and more importantly – do, to close sales both easily and consistently? In this article, you’ll learn for the lack of a better...
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A common phrase you may have heard in sales and business, is sell the sizzle, not the steak. So, what does sell the sizzle, not the steak mean? In this article, we’ll break down what sell the sizzle, not the steak means, and what you can do...
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The elevator pitch is something widely taught in sales; you’re encouraged to have it down pat, with the promise of closing sales easier. However, in reality – that’s not the case. In fact, the elevator pitch is actually hurting your sales efforts. In this article, we’ll look at...
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The sales consultancy industry can be a very lucrative career and business choice, and is only going to increase in popularity as more people move into consulting roles due to business technology disruption. But what does sales consultancy mean? And could the sales consultancy industry possibly be...
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In this article, we’ll explore the sales secrets that separate the top five percent sales performers from the rest. Many people think its luck. We’ll explore how this isn’t the case, and what you can do to improve your sales process, as well as your closing rate. Sales...
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Is sales as a profession worth it? Will it give you fulfilment, job security, or the income that you’re wanting or need? The answer to that question, is that it very much depends. Ultimately, it comes down to intent. Why do you want to pursue sales as a profession? Is...
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Selling financial services can sometimes feel a bit harder than selling other product types. Generally, when selling financial services, you’re selling the invisible; an intangible outcome products and results that’ll benefit them financially. Compared to that of a physical product – people can see, hear or feel...
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A common question we ask in our sales training workshops, is what are you selling? The answer to this question holds the keys to how to conduct your sales strategy, how you position your product or service, and even how you speak with your potential clients. So,...
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If you’re selling complex products or services, the chances are high that you’ll be regularly involved in the technical sale. The question to ask however, is if you keep the conversation technical – can it impact your closing rate? In this article, we’ll explore why focusing on...
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Every sale initially starts with a conversation; therefore – improving your sales conversations are critical to your closing success. But what makes an excellent sales conversation? And how do you utilise them to make them effective? In this article, you’ll learn five critical tips to improve your sales...
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If you sell your products or services by phone, a term you may be familiar with is something called a strategy session. So, from a sales context; what is a strategy session – and how do you conduct one correctly? In this article, you’ll learn what a...
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Sales Professionals and Business Owners who use concept selling as a key ingredient within their sales process, generally win more sales then people who focus purely on the product itself. But why so? What is it about concept selling that makes it such a powerful sales tool? In...
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One of the most powerful ingredients you can add into your sales conversations, is selling with stories. From the Bible to the Quran; and from The Epic of Gilgamesh to modern movies and your Netflix TV show stream – stories have been used for thousands of...
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In today’s day and age, selling with integrity can make the difference between positioning yourself as just another salesperson; or positioning you as a trusted advisor. Depending on whom you speak with – the sales industry has a bit of a bad reputation. From slogans like ‘always...
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In sales, positioning yourself as a trusted advisor can mean the difference between having ‘an OK’ sales career – and absolutely thriving in your industry. So, what is a trusted advisor; and how do you position yourself in this way to your potential clients? In this article,...
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Selling services can sometimes feel a bit harder than selling other product types. Generally, when selling services, you’re selling the invisible; an intangible outcome or result of some kind. Compared to that of a physical product – people can see, hear or feel what they’re buying. That’s why...
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You’ve probably heard of the term selling a solution – but what does it actually mean, and how do you do it correctly? And finally – is selling a solution enough in today’s competitive marketplace? In this article, we’ll look at what selling a solution means, whether...
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Positioning in sales is very important if you want to stand out from the competition, win more sales and serve more people. But how does effective positioning in sales work? What is it – and what strategies and tactics can you use to position yourself in a...
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Qualifying sales leads is one of the most important tasks of the sales process. The reason qualifying sales leads is so crucial in sales, is because by doing so correctly you’ll save a ton of time, energy, and potentially money. In this guide, you’ll learn the importance...
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In this article, we’ll share five good sales techniques we encourage you to use regularly, so you can close sales more effectively, and in a non-pushy manner. The reason we’ve called these good sales techniques, is because they can give you excellent results with very little...
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Sales consulting can be a very lucrative career and business choice and is only going to increase in popularity as more people move into consulting roles due to business technology disruption. But what is sales consulting? And could sales consulting possibly be the right career choice for...
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One of the best ways to improve your sales conversions, is by implementing a sales strategy based on question based selling. Question based selling is highly effective, because instead of assuming what your potential client may be interested in; you can ask questions and get the...
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In this article, you’ll learn a variety of words that sell in both your sales conversations, as well as in writing. The type of language we use; both in our conversations with potential clients, as well as what we write for our ads are very important,...
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Finding your potential clients pain points is a crucial part of the sales process, because if you can’t find what they are; it’ll be a lot harder to close the sale. Many Sales Professionals and Business Owners go about their sales conversations the wrong way. They generally...
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Making a great first impression in your sales conversations is key, and in this article, we’ll look at ten questions to ask a potential client to help you with this. Although there are various questions to ask a potential client; we’ll be looking at it with...
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Learning topics surrounding the psychology of sales can have a massive impact on your closing rate, because quite frankly – you’re selling to people. Although many people read and learn about sales topics that are logical; the emotional is just as - if not more important. That’s...
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Professional sales skills are a must learn if you want to be reach the top 5% of your chosen industry in selling. By professional sales skills – we mean skills that’ll position you as an authority and separate you from the competition. It’s not always easy; you...
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Sales probing questions are a crucial part of the sales process and can be the difference winning the sale, or getting another “I need to think about it” objection. There are various kinds of sales probing questions; from learning how they buy, to handling sales objections...
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Sales negotiation is a hot topic for Sales Professionals and Business Owners, because its something that literally can ‘make or break the deal’. Given its importance; Sales Professionals and Business Owners who directly sell their products or services, can become nervous when its time to negotiate. That’s...
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Does that make sense? This is a common question used by Sales Professionals and Business Owners, just before they transition to a new section of their sales process; whether it be asking questions or presenting. But does the “Does that make sense” question actually work – or...
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Effective sales presentation tips – when executed correctly, this can be the difference between closing the deal, or getting another “I need to think about it” objection. Your sales presentation should be consistent, and something you can do confidently knowing that there’ll be a high chance...
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Best practice sales tips and guidelines are important for your business, your sales team, and of course for you to follow daily, because when implemented correctly; they can have a profound impact on your performance. In this article, we’ll be looking at eight best practice sales...
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Overselling in sales is a common mistake Sales Professionals and Business Owners make when speaking with their potential clients; and can in fact be something you accidentally do without knowing it. But what is overselling; and why does it hurt your sales? In this article, we’ll be...
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Building value in sales conversations you have with your potential clients is a must if you want to successfully close more prospects. But how do you build value and a need for your products or services? In this article, we’ll look at why you should be building...
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Selling skills are a much needed and required asset in today’s busy landscape, due to level of and amount of competition in the marketplace. The difference between landing clients for life and making a meaningful difference to your business’s bottom line - or being just another...
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Building sales relationships and rapport is an absolutely crucial part of the sales process, because it can be the difference between winning the sale, or going back to the drawing board and starting the prospecting journey all over again. Zig Ziglar famously said, “If people like...
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Social selling is a trendy word you’ve most probably heard on social media, books and podcasts, or maybe even around the water cooler. But what is social selling? And is it just another buzzword; or is it here to stay around for the long haul? In this article,...
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Cold calling can be an effective way to get in touch with your ideal clients, because it allows you to cut through all the noise and get in direct contact with the potential decision maker. Cold calling does have a bit of a bad reputation; but...
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Although many Salespeople focus on learning the latest closing techniques; the most important part of your sales process by far is the art of asking the right sales discovery questions. Sales discovery questions open dialogue with your prospect to discover pain, their biggest desires; and help...
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There are generally two question types; close ended, and open ended questions. This article is in relation to asking questions during your sales conversations and sales process. To learn more about what kind of questions you should be using, continue reading on below. What Are Close Ended Questions? Close...
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One of the most important parts of the sales process, is getting agreement from your potential clients during your sales conversation; or sales process. A way that you can effectively do this, is by using something called assumptive close questions. In this article, we’re going to look...
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We’ve trained Students all around the world; and many of them come from businesses that are selling insurance. This ranges from public liability insurance, home or business insurance, life insurance and much more. What we’ve found is by implementing these useful tips, you’ll be able to sell...
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Whether you’re a business selling directly to customers, or perhaps even other businesses; the chances are high that you’re going to need to speak to them on the phone. Speaking and selling effectively over the phone is crucial if you want to win more clients and...
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You’ve probably heard the age old saying – “People do business with people they trust, know and like”. I believe that not only does this still ring true in today’s world, but it does today even more-so. How To Build Rapport In Sales So how do you...
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If you’re a Real Estate Agent, Realtor, or Real Estate Broker, then you’ve come to the right place. In this article, we’re going to share with you the step guide on how to increase sales in real estate. We’ve broken this guide down into two phases;...
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If you’re new to sales, you may be struggling with the idea about how to sell in person. Meeting new people every day – from different backgrounds and different personalities may seem daunting. In this guide, we’re going to show you a step by step process...
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A common question Sales Professionals and Business Owners have, is what is consultative selling; and should it be something I use as my sales process? First of all, let’s dive a little deeper with an example. What is Consultative Selling – and should you be using it? Picture...
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One of the common objections Sales Professionals and Business Owners come across is the “Let me think about it” objection. If you’re unsure of the let me think about it rebuttal, this objection like a deer looking into the headlights – can stop you dead...
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A lot of sales training out there teaches you about the tactical – how to sell someone, or the step-by-step process to help a person make a buying decision.However not many cover the psychology behind why people invest and buy in the first place.This is...
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Your sales process may slightly differ depending on what you’re selling; this could be by product, price of what you’re selling, and of course – your type of preferred client and your target market. Although we have our own unique sales process called The 5% Sales...
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When training my new students, I am often asked are what are some sales techniques that they can implement into their conversations almost straight away when they are directly speaking with prospective clients. The techniques they’re after are small, yet powerful – game changing type techniques...
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When it comes down to writing persuasive sales letters, blog posts or social media ads, you need to ensure you’re using powerful and persuasive words that’ll have a person want to take some course of action. Now no doubt effective copywriting is an art in its own...
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