Articles

In sales, uncovering a prospect’s problem is just the beginning. What you do after that can make or break the deal. Salespeople often feel the urge to jump straight into presenting solutions when they hear about a prospect’s challenges. However,

Effective communication is the cornerstone of successful sales. Yet, many salespeople still ask questions that can sabotage their chances of closing deals. A sales management course can teach you how asking the right questions can significantly improve your discovery meetings,

Success in sales is like navigating a complex maze - knowing the way out isn’t enough; you need to understand every twist and turn. It hinges on more than just knowing your product or being persuasive. It's about building relationships,

The traditional approach of promoting products or services no longer guarantees success. How often have you pitched a great solution, only to see a prospect’s interest fade? The issue might not be what you’re selling, but how well you understand

In the world of sales, it’s easy to get swept up in the pursuit of targets, the pressure to adapt to shifting market conditions and the constant drive to close the next big deal. And you might feel like many

In the competitive world of sales, building rapport is often considered the key that unlocks success with prospects. But what if the traditional methods taught in coaching for sales are actually jamming the lock? Too many salespeople are trained to

Imagine stepping into a meeting where every second counts and your first words can shape the entire conversation. The introduction you deliver is more than just a polite formality – it’s a strategic opportunity to make a memorable impression and

The art of building rapport is often hailed as the gateway to success. Many salespeople, even those who have completed a sales management course, rely on tools like the DiSC behaviour assessment to categorise prospects into types such as analytical,

In sales, success isn’t just about having the right product - it’s about understanding your prospects’ needs before offering solutions. But do we ever stop to ask ourselves if we are solving their problems or just pushing our agenda? This