Category Archives: Sales Skills Articles

Understanding the Concept of a Preferential User

One of the fundamentals of any successful business is the concept of continuously improving business performance. For companies that produce tangible products this concept of continuous improvement is particularly important. Such companies must invest heavily in the field of product development, because without such improvements the products they produce today will be quickly superseded by…
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Marketing Activities for Salespeople

A lot of marketing is about collecting information that is then used to make decisions that will improve business performance. Rather than rely on the marketing department to provide data, the sales person can easily do a lot of basic marketing research themselves. (more…)
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Account Management Could Be Bad For Your Health

It can happen that sales people targeted with managing a key account in their territory can focus on this activity to an unhealthy degree. They spend all of their time on this large account and sales are good. However, in the process, other important customers and prospects are neglected. Concentrating too much on a few…
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Getting Sales Referrals

Personal recommendations and referrals are the most powerful route to making sales appointments with new customers – but is also the technique least used by most sale people. What can you do to get referrals? (more…)
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What Makes a Good Customer?

If you are a sales professional or a Sales Manager, then the start of the year is the time to refocus your selling efforts. So do you know who you should be targeting as possible new customers in 2018? (more…)
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The Sales Persons Role In Debt Collection

Many sales people consider their job is done when they close a sale and take an order from their customer. But the sale is not really closed until your company has been paid for the goods or services you have sold! (more…)
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Preventing Your Customer Making a Mistake

One of the basics of consultative selling is to ensure that you build a strong relationship with your customers. Despite doing this, your relationship can become strained when a problem arises because of something the customer has done that has subsequently caused them problems. The difficulty arises because the customer dislikes taking the full blame…
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The Sales Person’s Guide to Handling Bad News

Sales people, because they are regularly in front of customers, need to know how to handle situations in which their company's image has been adversely affected. How you conduct yourself with your customers in the face of negative announcements, either in the press or "bad news" announcements made by your company is important. You need…
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Improving Sales Success

Studies of "successful" compared to "average" sales people have shown that successful sales people behave differently in the client meeting and as a result they are more skilled at uncovering the customer’s needs during the initial sales discussion. (more…)
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Hundreds of Sales Proposals – but where are the contracts?

I know a sales person, let’s call him John. John is an engineer who works for a company selling complex solutions. Despite being in sales, John’s real strength lies in engineering. Every month John visits his clients and potential clients and churns out proposal after proposal. Each proposal takes up a lot of John’s time…
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