Category Archives: Sales Skills Articles

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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Selling to Gen X

A lot has been written about managing Gen X – those born between the mid 1960’s and the early 1980’s. But less has been written about selling to Gen X. This blog addresses that gap. (more…)
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Five Essentials For TeleSales

Why do so many new sales people make such little use of the telephone as an aid to selling? The answer is because, like many people, they harbor a secret fear of the ‘phone. The reason for this is that they feel subconsciously that they lack the skills that will make them effective when using…
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Reducing Risk Increases Sales

Customers are, quite rightly, cautious these days. If they have not purchased from your company before it is natural for them to feel that they are taking a risk when placing their first order with you. As a professional sales person you have to convince the new customer that the risk is slight in order…
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Self Motivation for Superior Sales Results

In selling the results of your efforts are highly visible and your performance, whether superior or just average, easily measured. Sales managers know their sales people need to be highly motivated to achieve superior sales results. But sales people face many set-backs every day – the cancelled meeting, the smaller than expected order, a lost…
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Why Journey Planning Is So Important

Despite the rise of the internet and improvements in mobile technology, there is still a need for sales people to visit their existing and prospective customers. This means that most sales people spend a large amount of their time “on the road”. Without effective journey planning a significant amount of “selling time” is lost. (more…)
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