Category Archives: Sales Skills Articles

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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How to Cancel Unprofitable Customer Meetings

Picture the scene... you have arranged a meeting with a potential customer. It is the second such meeting (or it could well be the first visit). After arranging the meeting, you realise that the visit is not worth the expense - either the possibility of concluding business is too marginal, the order will be too…
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Bonuses Are Better Than Discounts

New and inexperienced sales people often struggle when faced with a demand for a discount from a potential customer. They feel that they cannot refuse this demand without jeopardising the sale. What they need to learn are the skills that allow them to transform the discount demand into a bonus expectation. (more…)
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Developing Sales Plans

How well you prepare for important customer discussions will affect your sales success. Prepare yourself thoroughly by developing a sales plan before every client visit. (more…)
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Why Success Slows Sales People Down

There is an interesting phenomenon that you can observe in sales people. If the morning has proved extraordinarily successful for them, they tend to expend a little less effort on closing sales in the afternoon. They may call one customer less than they had planned, or show less persistence in securing an order. Remarkable! Normally…
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Sales Planning For Greater Success

In selling you can never rest on your laurels or past successes. You must constantly work on developing a sales plan that drives you forward to the next profitable sale. Our sales trainers have drawn up the following list of tips to help you improve your turnover and profit margin. (more…)
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