Sales and management courses: Mastering the close
Despite guiding a prospect through an effective pitch, some fail to ask the most important question: Are you ready to move forward? This article explores the closing phase as taught in leading sales and management courses.
Enhancing customer retention: Sales management strategies
Acquiring new customers is a significant achievement for any business. However, the challenge lies in retaining these customers amidst aggressive competition.
Where does it go wrong for customers in sales?
Understanding where sales processes go wrong - and addressing these pitfalls within your sale management strategy - is crucial for long-term success.
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.
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 Many believe it’s about finding common ground, but let’s be honest, these outdated tactics do little to build real trust.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
Sales training for customer-centric strategies in South Africa
Salespeople often find themselves focusing too heavily on their own products and services, neglecting the most crucial element of the sales process: the customer. To succeed in this dynamic environment, it’s vital for sales professionals in South Africa to learn