What does it mean when your “Future Customer” OBJECTS? (Part 1)

Most sales people dread encountering OBJECTIONS, especially objections around the value their product or service offers. These objections manifest in the form of price objections. In my experience OBJECTIONS are a very positive sign that the sale is proceeding well. They show that your customer is interested, but they also show that you have not […]

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Developing a Winning Sales Team

Sales success is all about ensuring that your sales team performs enough of the right sales activities daily. This is what the top 10 – 20 % of sales professionals get right on a daily basis and that is why they manage to achieve the required sales quotas year after year. They have a winning […]

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Are your Customers Really “KING”?

It astounds me to see how many businesses provide really poor levels of service to their customers and believe that they can get away with it. Customers have become far more sophisticated and they have far higher expectations around service than ever before. If your business wants to thrive into the future, service is not […]

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Optimists always Sell More

Imagine two sales people are discussing their day. Both of them have not managed to close any sales that day. One says he has had a very productive day, whilst the other says he has had the worst day of his life. The sales professional, who did not close any sales, but who felt that […]

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Humour in Sales – Yes or No!

I believe that sales people take themselves way too seriously, in terms of how they operate on a daily basis. When sales professionals learn to relax and they dare to laugh at themselves or at any challenges they encounter daily, they are far more likely to remain calm and focused and to mitigate the consequences […]

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Optimise your Emotional Intelligence – Maximise your Sales Success

I have seen sales people with huge potential; achieve lackluster results, not because they lacked the skill to set up a meeting with the right decision maker, but because they lacked the Emotional Intelligence to understand their customers thinking styles and personality types. This meant that they misdiagnosed their future customers challenges and as a […]

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Why Emotional Intelligence is Crucial in Sales?

I learnt quite early on in my own sales career, how important it was to understand other people’s personality types and thinking styles. I never realized at the time, why I was so successful with straight shooting “A” type personalities, whilst I struggled to close deals with slow, anal-retentive decision makers, who wanted buckets of […]

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