November 2023

Effective salesmanship hinges on the ability to ask insightful questions that provoke meaningful conversations. While certain questions may seem standard, their impact on a potential client’s perception can be profound, especially when framed correctly. In this Sales Management article, we

In the realm of sales, the key to capturing your audience’s attention lies not in flaunting your solutions but in delving into the intricacies of their problems. To be a true professional problem solver, one must first uncover the underlying

In the world of sales, where external factors like the economy and pricing are beyond control, one powerful tool remains firmly within the grasp of every salesperson: the ability to listen. The importance of effective listening cannot be overstated -

In the world of sales, first impressions matter, and your introduction sets the tone for the entire conversation. It’s not just about presenting your company; it’s about establishing a connection and aligning with the prospect’s needs. In this Sales Management

In the realm of sales, understanding your prospect is crucial, but the focus should extend beyond simply categorising them into communication styles. While tools like the DISC behaviour assessment can be valuable, the true essence of prospect analysis lies in

Rapport is the backbone of successful sales relationships, yet the approach to building it is often misunderstood. Many salespeople default to ‘breaking the ice’ through small talk and humour, but sometimes those approaches may backfire dramatically. Rapport-building in sales is

Imagine embarking on a quest for buried treasure on a small island, armed with nothing but determination. Now, picture having two options: wandering aimlessly, digging with blind hope, or following a precise treasure map that guides you to the exact

In the world of sales, the question ‘Why should I buy from you?’ is a familiar and challenging enquiry that often leaves salespeople scrambling for compelling answers. As a sales trainer, I frequently pose this question to sales teams during

In the world of sales, it’s a common misconception that success hinges on highlighting your company’s achievements and unique offerings. The key to unlocking the door to successful sales actually lies in a different approach - shifting the focus from

Picture this: You’re on an early morning commute, coming to terms with your surroundings, and the person sitting next to you says, ‘Good morning’. What could be a pleasant exchange quickly turns into an uncomfortable experience as you’re hit by