Consultative Selling

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Getting Your Service People to Sell

In today’s world, regardless of the sector you are selling into, your competition has more than likely become more aggressive and global in recent years. Your buyers have unlimited access to information on your...

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Driving Success Through Up-Selling & Cross-Selling

Sales leaders often come to us asking for help to get their sales functions to up-sell and cross-sell wherever possible in order to drive up sales productivity, improve revenue performance and increase margins....

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Great Selling Skills are Transferable Across Any Industry

These days, great sales people are not the pushy, overconfident stereotype that most people think of when they hear the word ‘sales person’ or ‘salesman’. The male-orientated, winner-tak...

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4 Tips to Increase Sales with Consultative Selling

When adopting a consultative approach to selling, as a sales professional, you should act more like a consultant than a conventional sales person. Rather than pitching the features, advantages and benefits of a...

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Take Responsibility of Your Sales Performance and Selling Career!

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 at selling. Well, ...

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How to Effectively Avoid and Handle Objections Based on Value

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 m...

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Key Competencies for Selling During Tough Times

It’s over half way through the year and the economic outlook is still looking very uncertain. Nevertheless, most medium and large companies are starting to realise that they can’t continue to cut costs and batt...

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The 10 Critical Selling Skills and Traits of High Earning Sales People

What makes a super sales person? Well, experience from our sales training events suggests that it’s more complex than most people think. There are some critical selling skills and traits that have been ...

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Use Consultative Selling Techniques to Win Business Faster

The shift from ‘product selling’ to ‘solution selling’ has brought huge benefits for sales professionals and selling organisations over the past decade. The benefits of this shift includ...