Category Archives: Sales Skills Articles

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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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…)
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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…
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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…
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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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