Sales Training Archives

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Predicting the performance of sales candidates – can it be done?

December 5, 2021 Sales Tools, Sales Training

Quite simply, the answer is yes – you can predict the performance of sales candidates. But it can’t be done by gut-feeling, or making assumptions

Two Things You Need to Know to Negotiate Like a Boss

December 2, 2021 Negotiation, Sales Coaching, Sales Training

Do you negotiate with customers daily? Are your margins eroded due to price pressure from competition? Can deadline pressure result from tough negotiations? Can customer complaints

Growing people is key to growing sales through sales coaching

“Growing people is Key to Growing Sales”: Coaching for Sales Performance

April 3, 2021 Sales Growth, Sales Training

Not coaching a sales team is like putting 91 petrol into a high-performance car. It’s going to strain the engine, reduce its performance and make

Overcoming the Skills Gap: 6 Steps to Develop Solid Sales Skills

March 27, 2021 Sales Growth, Sales Training

Not having the right set of skills and knowledge will hamstring any team—no matter how good their mindset is. Training up sales reps to ensure

5 Secrets to Perfect the Timing of your Sales Proposal

November 15, 2020 Sales Coaching, Sales Process, Sales Training

You’ve nailed your opening call, delivered a superb value proposition and you’ve piqued your client’s curiosity. But there’s only a small window of opportunity to

4 Truths Consultative Sellers need to know about Modern B2B Buyers

November 9, 2020 Sales Strategy, Sales Training

Buying behaviour has gone through radical changes since the arrival of the internet and the growing eCommerce industry. If you want to connect with your

The 7 Best Questions to Reveal your Client’s Needs

October 24, 2020 Sales Growth, Sales Strategy, Sales Training

If you’re looking to start selling consultatively, you’ll need to master the art of Socratic questioning. If you’re stumped on what questions to ask clients

3 Ways to become a Trusted Consultative Sales Advisor

October 18, 2020 Sales Process, Sales Strategy, Sales Training

While the foundation of consultative selling is to enhance client profits, it’s near impossible to do that if the customer doesn’t trust you first. And