With an abundance of articles that label millennials as ‘apathetic’ and ‘entitled’, it’s understandable why some organisations are cautious about hiring them – especially in
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
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
A sales department is the engine of your business. As a sum of interlocking and connected parts, if something goes amiss it stops operating at
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
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
Asking tough questions is consultative selling 101. But just how important are they? And is there a way to overcome a reluctance to ask them?
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
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
Despite all the pros of the consultative selling strategy, sales professionals around the world have, on average, only 50 per cent of the skills to
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