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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. The way this question is handled can significantly impact the trust between a prospect

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

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 Many believe it’s about finding common ground, but let’s be honest, these outdated tactics do little to build real trust.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

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

“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

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

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

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

In today’s competitive business landscape, grasping the intricacies of customer needs is essential for sustained success. In our sales manager courses, we know that companies prioritising a customer-centric approach often outperform their competitors in terms of revenue generation and market

In today’s competitive business landscape, mastering the sales discovery process is paramount for effective sales management. This critical phase involves understanding a prospect’s needs, challenges and objectives to tailor solutions that resonate. A well-executed discovery process not only builds trust

Understanding why objections occur and how to handle them effectively is crucial for any salesperson. We explore the common objections salespeople encounter, why they arise and provide actionable strategies for effective objection handling in sales.   Understanding why objections happen Recognising the reasoning

In sales, the initial interaction with a prospect often sets the trajectory for the entire engagement. Recent studies indicate that a significant number of first meetings culminate in quoting, hoping and no sale. According to our sales courses, this outcome