Category: Sales Training

In common with training and management, coaching is unregulated, and therefore anyone can call himself/ herself a coach, and they do. There are four distinct […]

There are two kinds of salespeople. The most typical salesperson views complaints as a disease to be avoided and any memory of the pain rapidly […]

There are 5 things you must NOT do during a sales call. First, don’t argue. Remember, the customer may not always be right, but they […]

An in-depth understanding of Pain – which means simply “the gap between where you are now and where you want to be” — not only […]

From initial contact through to final sales pitch, well-meaning staff were sabotaging this prospective sale. • Initial contact with a door-to-door canvasser The young man […]

If it wasn’t for the darn customers, business would be easy. They are so demanding. You can also blame poor sales results on Wall Street, […]

Webcasting has become a very strong method of generating sales of your content, products and services. There are a number of webcasting services out there […]

The Single Sales Principle states that: ‘People buy when a compelling need is met by a credible solution that offers perceived value’. Simple. Too simple? […]

If you want more sales appointments here’s a simple explanation of how to reframe your viewpoint so you can present a simple proposal that encourages […]