Sales Courses: The value of a recap
Whether in discovery calls or proposal discussions, a recap ensures clarity - a principle rigorously taught in sales courses.
The psychology of price objections in sales management
When a prospect says, “Your price is too high”, it’s rarely just about the cost. Instead, it is often a reflection of deeper psychological triggers that influence buying decisions.
How sales courses can help understand decision-making
Sales professionals who master this process with the help of sales courses are not only more likely to build stronger relationships with their prospects but also to push past common obstacles that often stall or derail sales.
A lesson in objection handling in sales: The dreaded question
Every salesperson has encountered the inevitable question: “How much will this cost?” It is one of the most common yet challenging moments in a sales conversation.
A salesman course on prospects: Focusing on value
Understanding your prospect is essential, but many salespeople approach this incorrectly according to our salesman course. There is a growing trend of using behavioural assessment tools, such as DISC (Dominance, Influence, Steadiness and Conscientiousness), to classify buyers into different personality
Coaching for sales and rapport: Building trust without the gimmicks
Rapport is often misunderstood in sales. Many believe it’s about finding common ground, but let’s be honest, these outdated tactics do little to build real trust. As someone undertakes our coaching for sales, they'll learn that it's not about making
The makings of a great introduction
In sales, the introduction to a meeting is crucial. It sets the tone for the rest of the conversation and influences the prospect’s perception of you. An effective introduction not only builds trust but also demonstrates respect for the prospect’s
Why buyers choose you: Insights from sales courses
“We’re considering a few options, and at face value, you all seem quite similar - even the pricing. Why should we buy from you?” This is one of the most common yet challenging questions sales professionals face. Many default to listing
The power of a strong discovery framework in sales
A well-defined discovery framework is a crucial tool for any salesperson aiming to improve their success rate. Rather than relying on instinct or improvisation, top-performing sales professionals follow a structured approach to understanding their prospects’ needs, challenges and goals. This
Optimising your framework in sales management
A structured discovery process is fundamental to successful sales management. By uncovering the right information, you can determine whether a prospect is worth pursuing and ensure your approach is aligned with their needs. But what does an effective discovery framework