In today’s world great sales people are really not the pushy, over-confident stereotype that most people think of when they hear the word ‘sales person’ or ‘salesman’. The highly male-oriented, winner-takes-all environment that many associate…
Category: Consultative Selling
RSS FeedGreat Selling Skills are Transferrable Across Any Industry
February 20, 2012
4 Tips to Increase Sales with Consultative Selling
November 7, 2011
When consultative selling, a sales professional should act more like a consultant than a conventional salesperson. Rather than pitching the features, advantages and benefits, of a product or service, a consultative sales person should make…
Take Responsibility of Your Sales Performance and Selling Career!
October 17, 2011
A few good sales techniques and being motivated are no longer enough… It used to be true that if a sales person had a great sales technique and was highly motivated they would be great…
How to Effectively Avoid and Handle Objections Based on Value
October 5, 2011
No matter how much buyers are drawn towards your solution, they will almost always raise some objections during the sales process. This is because, while salespeople have long been taught how to sell through mentoring…
PESTLE and Porter’s 5 Forces Analysis: Two Crucial Concepts for Business Leaders & Salespeople
September 27, 2011
PESTLE and Porter’s 5 Forces Analysis are two crucial concepts for business leaders. But with the recent shift from product selling to solution selling, they have also become crucial concepts for the modern day B2B…
Top 10 Motivational Sales Leadership Quotes
FAB Selling is Dead and Sales People Need to Work Smarter
Making Your Sales Training Really Stick!
Turn Your Cold Calls into Hot Sales Meetings
Should Salespeople Be Given More Pricing Authority?
