Category Archives: Sales Skills Articles

Understanding Body Language

All sales people must be trained to understand the body language signals that can be given off by their clients. These signals can reveal useful information that may not be fully verbalised by the client - either intentionally or unintentionally. (more…)
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How to Ask a Customer “Why?”

Young children are not afraid to ask “why?” and often do so (much to their parents’ annoyance) umpteen times a day. They only later learn from their parents, their teachers and their bosses that the question “why?” often makes people react defensively and can lead to unnecessary conflict. So how can we ask a potential…
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Writing Better Sales Visit Reports

Sales people often find paperwork tedious, much preferring to be out selling to customers than writing up visit reports. But report writing is an essential part of the job and the reports you produce provide the management team with valuable business information. (more…)
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Are Your Answers To Routine Objections Too Automatic?

One of the basic skills required by the professional sales person is the ability to effectively handle customer objections. If you have been in the selling profession for any length of time then it is highly likely that you hear the same, or very similar, objections from a number of your customers. How these routine…
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Selling a Service by Asking Better Questions

To be successful in selling a service the sales person’s primary role is to present a solution to their customer’s current needs and then to close the sale by demonstrating to the customer how the service they offer solves these current requirements. An effective method of finding out a customer’s needs is by asking questions.…
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Getting In Front Of Reluctant Customers

It is well-known that it is not easy to gain a sales appointment with prospects. But it is also becoming increasingly difficult to make appointments with your existing customers. This situation is a cause of great frustration for many sales people. (more…)
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Positive Communication

Previously we said we would be providing more articles that will give communication training tips for sales people, so here is another in the series which looks at how we can communicate negative information or refuse requests in a more positive manner to the customer. Whilst the information in this article is primarily aimed at…
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Controlling the Talkative Customer

Customers who talk an excessive amount can be a particular problem for the inexperienced sales person. Customers who are excessive talkers do not listen to your sales presentation; they frequently interrupt you and often take the leadership of the sales discussion completely out of your hands. One of our sales trainers gives the following tips…
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Do Your Sales People Recognise Buying Signals?

To be effective your sales people need to be able to recognise the point when they have convinced the customer to place an order with them. Continuing to sell, rather than attempting to close the sale, when the customer is convinced, is a common error made by the poorly trained sales person. (more…)
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Body Language Helps You Sell

Try though one might, it is impossible to avoid communicating! Although this simple statement may surprise, it expresses the concept of non verbal communication. Sales people need to remember that their customers will form an opinion of them not from what they say, but rather from what their body language is saying. (more…)
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