Value based selling (AKA value selling) is an important mindset and approach if you’re involved in consultative selling, because it can be the difference between positioning yourself as a specialist or looking like another commodity. Many people go into their sales conversations with the wrong approach. They...
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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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Selling luxury real estate when done correctly, can be an excellent and lucrative career. The contacts you make and the people you serve can potentially help you for many years to come; not to mention, may have some terrific referrals for you too. So how do you...
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BANT is a common acronym in the world of sales and is a great methodology and framework to qualify your potential clients. In this article we’ll look at where BANT originated, what it stands for, as well as break down each part of BANT for you...
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Sell me this pen is a line made famous by the movie The Wolf of Wall Street. In the movie, Belfort (played by Leonardo DiCaprio) leans in and asks someone to sell me this pen. When the person starts presenting, he gives them a look as...
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Spin Selling is something you may have come across from time to time, as it is a famously known acronym in the world of sales. But what is Spin Selling; what are the steps, and is it still useful in sales today? In this article, we’ll explore: ...
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Hunter vs farmer: chances are that you’ve heard this sales analogy before, but what does it really mean? And which one of the two is the best strategy to increase your leads, sales, and overall profit? In this article, we’ll look at what the hunter vs farmer...
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Strategy selling, also known as strategic selling; is the step by step system you put together to serve more qualified clients and win more sales. There should be numerous parts to focus on when strategy selling; from your overall arching sales and marketing plans, your prospecting...
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Questions are an excellent way to win sales – because when asked correctly, they achieve three distinct outcomes for you. First of all – they identify if the potential client is qualified or not for your offer. By qualified, I mean can they afford your offer, fit...
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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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A common issue many Sales Professionals face when conducting their sales interviews and question sessions, are that they don’t follow a process that gives them consistency. Add into the mix that many have been taught to use outdated scripts; and you potentially have a recipe for...
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NEAT Selling ™ is a step by step sales process and guiding principle, created by the Harris Consulting Group and Sales Hacker. In this article, we’ll look at what NEAT Selling ™ stands for, whether it works or not, and the difference between NEAT Selling ™...
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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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If you’re a new Sales Manager; or perhaps someone wanting a little more insight into effectively managing Sales Professionals, then you’ve come to the right place. In this article we’ll look effectively managing Sales Professionals, in an easy to understand manner. There are plenty of tips...
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Online sales training is a new and effective way to up-skill your staff (or yourself) in the most up to date sales principles. Although in person sales training is also very valuable; online sales training comes with its own set of benefits that is making it...
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Sales scripts are a popular topic in weekly training sessions, sales training programs, and of course in various sales and marketing books. But do sales scripts actually work? And more importantly – have new consultative ways of selling killed off the premise of using exact sales scripts...
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The difference between general Salespeople and Sales Professionals that seem to excel in sales; no matter what they’re selling – is their ability to follow the best practices for sales. As the famous saying goes, “How you do anything, is how you do everything”. This demonstrates that...
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One of the common objections Sales Professionals and Business Owners regularly face, is the comment “Your price is too high” – also known as the price objection. In this article, we’ll look at where the price objection comes from, when you should start talking about price...
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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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Trust in the process, or trust the process is a common quote that you may have heard or read. But what does it mean exactly? And by learning what it means; how can you unpack it in a way to affect and help you in your business,...
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If you’ve been cold calling long enough, one of the common objections you’re most likely to hear is the send me some information objection. In this article, we’ll dissect why people say this objection in the first place, and secondly how you can handle it in...
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No matter what industry you’re in or how long you’ve been in sales; we all go through sales slumps from time to time. The fact that you’re reading this article is a good sign, because it demonstrates that you either want to better your sales performance,...
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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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You may have an awesome product or service; but without knowing how to it get in front of the right potential audience – you’re not going to have much success. An effective way in crafting how to do this, is putting together something called a marketing...
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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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Your sales targeting (also known as account targeting sales strategy), is one of the more important parts of your marketing and sales efforts. The reason it’s so important is because it’s crucial to get your product in service in front of the right prospects and potential...
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High ticket sales have always been a popular choice for seasoned Sales Professionals, because of the earning potential. More importantly, high ticket sales open gateways of potential that aren’t necessarily always available when selling lower priced, commodity type products. In this article, we’re going to look...
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An important ingredient in your successful sales recipe playbook, is having the ability to negotiate with your prospects. In this article, we’re going to look at some negotiation strategies and tactics to help you win more sales. Prior to going into the detail, there is a fundamental...
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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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Referrals are a great way to get leads for your business, product or service. The reason why referrals are great, is because one of the hardest things to build with your sales and marketing efforts – is trust. One of the reasons why people stall the buying...
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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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In this interest of serving driven Sales Professionals and Business Owners improve their face to face sales process and close more sales, we’ve created a free sales training webinar titled “Learn How To Consistently Close More Clients – Without Being Salesy”. Free Sales Training Webinar “Learn How...
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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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At times, sales can be a daunting activity. You may be lacking in getting leads, or perhaps you’re speaking with people- but you’re just not getting their business. When you’re asking ‘Why am I not closing sales?”, it can be for a number of reasons. We’re going...
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Closing questions are a widely searched topic within the world of sales. As you read various articles, you’ll find that there is quite a variance of styles that people use and teach. In this article, we’ll be covering the five types of closing questions to use...
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Having the right sales mindset is crucial for sales and business success. The reason being is your mindset lays the foundation in which you build your knowledge, skills, and experience. With the wrong mindset, you can do all the training in the world, but you may...
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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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Sales prospecting methods can be confusing for Sales Professionals and Business Owners. However, whether you’re in B2B or B2C, sales prospecting should be a part of your daily activities. One of the reasons why Sales Professionals don’t do it daily, is because they either don’t know the...
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If you’re a Sales Professional or Business Owner, you’re going to come across sales objections from time to time. Knowing how to handle sales objections is important, because it allows you use a step-by-step process to understand, empathize, and defuse the objection. However what we’re going to...
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One of the most powerful tools you can have in your sales toolkit, is the ability to ask open ended sales questions. Most Sales Professionals and Business Owners have a flawed sales process; they start by building a little bit of rapport, and then go into...
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As a Sales Trainer, the number one question I am asked is how to close more sales. Just like the diet pill extravaganza that we see on infomercials, people have been lead to believe that there is a quick fix to close the deal. Sorry to break...
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Over the years, I’ve trained thousands of Sales Professionals and Business Owners, and I often find the same thing missing in their sales approach. They usually ‘wing it’, and are missing a sales process. By sales process, I mean a systematic system to give you consistent results. Many...
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A common question Sales Professionals and Business Owners may ask themselves is how do you get motivated for sales? It may seem like an easy to ask question, but if you’re not getting the results you desire consistently – day in and day out, it can...
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An Account Manager can be a tough job at the best of times - especially if you want to increase your sales. With so many different responsibilities, it’s important to know where to focus the majority of your time to ensure you stay effective, and...
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If you regularly read sales blogs, watch sales videos or perhaps have undertaken sales training and courses, a famous learning you would have come across is selling features and benefits. Usually – Sales Professionals will meet with a potential client, and then present their product or...
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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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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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Imagine for a second that you’re the Captain of your ship. You have people that rely on you – all aboard. You know where you need to get to, however you don’t have a map. Perhaps you may even be blindfolded. Now if you were a passenger – would...
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A common question I regularly am asked is what you should say when your potential client tells you, “They’re already working with someone else…” If you’re not sure what to do here, this can easily derail the conversation – and perhaps the opportunity to help your...
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Learn How To Set Goals The Right Way Just simply wait until December starts strolling by, and you'll notice people publicly talking about their New Years Resolutions. "I'm gonna lose weight!" "This year I'll increase my income by 30% - I can feel it!" Every year - the same...
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One of the more common questions I am asked by my Students is sales objection handling. Ranging from money, to ‘needing to think about it’, there are all kinds of objections you’ll come across when having conversations with your potential clients. Below I’ve outlined a simple process...
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Anyone who knows me well knows I’m big into Social Psychology. History is another passion of mine, however that’s a topic for another conversation. Like a moth to a lamp, I’ve always been drawn to and in awe of learning about what makes us tick; why are...
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When speaking with prospective clients, good questions can have powerful results. Good questions open up your potential client’s mind to what will happen if their problem is solved, why they need to take action towards solving their problems, and of course understanding why your product or...
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People today live in a quick and instant expectation society. People are busy, less patient, and have less time than they did 15, to even 10 years ago. For this reason, people enquiring into properties want to know well in advance if the property will...
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We know people buy emotionally; we’ve all been taught that. But what does this actually mean? It means that people make buying decisions emotionally; then justify these decisions with logic. To further understand this concept, it helps to know who is making the decisions and who is...
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