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Your opening is everything. It does not matter how good your product is, how competitive your pricing is or how well prepared you are for the rest of the conversation. If the first thing out of your mouth does not land, you will not get the chance to find out.
That is true whether you are making a cold call to someone who has never heard of you or open...
Sales has always been challenging but the shift towards virtual meetings has added a new layer of complexity that many salespeople are still getting to grips with. Closing a deal face to face is one skill set. Holding a prospect’s attention through a screen, managing the technology and still coming across as credible is another. The mistakes that cost salespe...
Most salespeople are good at winning clients. Fewer are good at keeping them.
That gap rarely comes down to product quality or price. It comes down to how the client feels about the relationship over time. Whether they feel heard, valued and genuinely looked after. Or whether they feel like just another account on someone’s list.
This guide cove...
Every prospect you speak to has a problem. That is why they are talking to you in the first place. But here is where a lot of salespeople get it wrong. The problem a prospect describes at the start of a conversation is not always the problem that actually needs solving.
Getting to the real problem quickly, and without making the prospect feel interroga...
There’s no single secret to selling well. But there are habits, mindsets and techniques that consistently separate the salespeople who hit their targets from those who don’t. This post pulls together 33 of them.
There’ll be something in here for everyone; whether you’re brand new to sales or you’ve been doing it for years. Some of it might challenge how you curren...