An important lesson we teach in our sales courses, is that one of the biggest threats to a successful sales career isn’t a lack of skills - it’s a lack of drive, often called the ‘minimum disease’. This mindset creeps in as a subtle, ...

In the competitive world of sales, encountering the objection “your price is too high” is almost inevitable. Prospects often assert this to test the waters, gauge your flexibility and see if they can negotiate a better deal. As a ...

The world of sales is ever evolving, with new technologies, techniques and practices constantly being introduced. Despite this continuous development, some things never change, and one of those is the importance of engaging with your ...

Sales professionals are no strangers to the importance of prospecting. They know what they need to do to find potential customers, but they often fall into the trap of procrastination. Doubt and insecurity can sneak into their minds, ...

Sales, often perceived as the unsung hero or even the necessary evil in business, is in fact the powerhouse that fuels every industry. A sales coach and sales guru alike understand that without sales there is no business. Take a ...

In sales, the traditional approach of using manipulative tactics to close deals is becoming increasingly ineffective. Today’s consumers are more informed and discerning than ever, and they can easily spot insincere or pushy sales ...

In sales, the ability to persuade effectively can be the difference between closing a deal and losing a client. The art of persuasion is not merely a set of tricks; it’s a skill rooted in psychology, communication and an understanding ...

A key idea that is often discussed in our sales courses, is that prospecting is the lifeblood of sales. Without a steady stream of qualified prospects, even the most talented salesperson will struggle to hit targets. Yet, many sales ...

There is a condition in sales that occurs in even the most skilled professionals; an underlying killer of consistency that creeps in when you least expect it. It starts off with a seemingly harmless voice that tells you, “It can wait ...

Inconsistency is a pervasive issue in many organisations. Despite their best efforts, businesses struggle to maintain a steady pace of sales growth. Sales leaders are continuously puzzling over what causes inconsistency. Some ...

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 ...