In my work with technical specialists and professionals across many industry sectors there is one thing I have seen time after time that undermines their ability to successfully ‘close the sale’. That is, not following a plan. Having a structured sales conversation is critical to win more clients The structure of the conversation enables you, […]
Why your sales team should be overconfident
Most people will tell you that being overconfident is a bad thing. In fact the definition of overconfident is: “more confident than it is sensible to be, often in a way that is annoying”. But that’s not always the case. In scientific research published in 2012 it was found that being overconfident helped people to […]
How to be successful in sales using your intuition
How many times have you heard these phrases? Sales is a numbers game. See more people, make more sales. You need to have the ‘gift of gab’. Follow the ABC of selling, Always Be Closing. Frankly, some of the old-style sales thinking just doesn’t work in modern sales settings. For anyone who sells products that […]
What does your sales team want from you?
Sales leaders are often challenged by the demands of managing the individual characters within their team to maintain not only harmony amongst the team, but also a sense of satisfaction within the individual. Old-style sales management used to focus on creating monetary incentives as the only reward for great performance. However times have changed and […]
Using the write words are so important for professional sellers
Humans make judgements pretty quickly. And what we say (and write) has a significant impact on how others judge us. If you are in a sales role, or if you have direct client contact, how others judge you is really important. It can have a direct influence on how successful you are. Let me tell […]