Category Archives: Sales Skills Articles

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…)
Read more

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…)
Read more

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…)
Read more

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…
Read more

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…
Read more

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…)
Read more

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…
Read more

How to Ask “Why?” Without Causing Offence

Young children are not afraid to ask “why?” and often do so (to their parents’ annoyance) umpteen times a day. They only later learn from their parents, teachers and bosses that the question “why?” often makes people uncomfortable. So how can you ask "why" without causing offence? (more…)
Read more

7 Tips For Sales Success

How confident are you that the election will give you a sales boost for the remainder of  2017? If you’re not sure (and who can be!), now is your chance to put all of your abilities into action. Prove to yourself what fighting spirit and creativity you have at your command and mobilise all your…
Read more

Consultative Selling and Identifying Customer Needs

Consultative selling is about as far away from pressure selling as it is possible to be. Consultative sales people are professionals who help their clients solve problems. It therefore follows that one of the most important skills for the consultative sales professional to learn is that of gathering information from a potential client in order…
Read more