Servicing existing customers’ needs will always tend to have your priority as you perform your sales role day-to-day. It is very easy to let prospecting slip and become too hard to do. The best way to avoid this is to have regular, scheduled times for identifying and contacting leads and to make allowances for new business presentations.Read More
Consultative selling requires product knowledge and technical expertise, but equal to these is customer knowledge and skill. In consultative selling, you become a resource person who, because you fully understand the prospect’s specific needs, you can meet the needs that relate to your product or services and also cross-sell to meet the prospects broader spectrum of needs.Read More
Sales talk is more than you talking; sales talk takes two it is not a monologue it’s a dialogue. Sales talk is a customer centred exchange of information that begins and ends with the customer whose needs must drive the conversation...Read More
The importance of effective speaking and listening is clear; it is necessary to establish what you are looking for and what you are prepared to accept, while understanding what the other parties will be happy with...