Sales Coaching: How to unlock the sale in discovery meetings like a Sales Guru

Sales Coaching: How to unlock the sale in discovery meetings like a Sales Guru

As a salesperson, you know that discovery meetings are crucial to the sales process. It’s where you establish rapport with your prospects, uncover their pain points, and present your solutions. Without a successful discovery meeting, ...
Sales Management: Addressing sales inconsistency using MAS

Sales Management: Addressing sales inconsistency using MAS

Consistency is what fuels sales success, but for most sales teams this is a never-ending struggle. It’s frustrating for both the salespeople and managers who have worked with countless processes and fixes that only provide temporary ...
Sales Management: Crafting Effective Problem Questions

Sales Management: Crafting Effective Problem Questions

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 ...
Sales Course: Commitment vs Desire

Sales Course: Commitment vs Desire

Success in sales is often attributed to qualities like persistence, charisma and drive. Yet, beneath the surface lies a fundamental distinction between two seemingly similar concepts: commitment and desire. While both are essential ...
Sales Management: Confirm Your Understanding

Sales Management: Confirm Your Understanding

Effective sales management hinges on clear communication and a thorough understanding of the prospect’s needs, challenges and goals. One of the most critical components of this process is the recap of your understanding, a step often ...
Sales Management: Setting the Tone for Success

Sales Management: Setting the Tone for Success

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 ...
Coaching for sales: Breaking the mould

Coaching for sales: Breaking the mould

For too long have salespeople been portrayed as the bad guy in consumers’ lives. But there’s a big difference between a good salesperson and a bad one. The good salesperson undergoes coaching for sales which aims to satisfy the ...
Sales Training: Great questions unlock the sale – how good are yours?

Sales Training: Great questions unlock the sale – how good are yours?

Building trust with your sales prospects is essential to winning their business. When prospects trust you, they are more likely to be honest with you about their needs, listen to your recommendations and select your product or ...
Sales Coaching: Shaking off excuses for sales success

Sales Coaching: Shaking off excuses for sales success

In the world of sales, success is often attributed to those who take responsibility for their actions, adapt to challenges and actively seek solutions. Conversely, excuses have no place in the realm of high-achieving sales ...
Sales Management: Maximising Revenue Potential

Sales Management: Maximising Revenue Potential

In sales management, unlocking the full potential of your customer base is a strategic imperative. One crucial metric that often goes unnoticed is the percentage of customers who purchase all the services they can from your company. ...
Sales Management Course: Telephone Prospecting

Sales Management Course: Telephone Prospecting

In the sales industry every call carries the promise of opportunity. As the digital age progresses and communication channels multiply, the telephone remains a potent tool for engaging prospects and driving revenue. In this article, ...
Sales Management Course: Mastering Self-Discipline

Sales Management Course: Mastering Self-Discipline

To succeed in the competitive world of sales, a person must possess self-discipline, which is a quality that distinguishes champions. Beyond mere market acumen, top sales professionals recognise that maintaining unwavering focus, ...