Sales Questioning
The difference between ‘telling’ and ‘selling’ is ‘asking.’ As buyers become increasingly resistant to ‘aggressive’ selling, questioning skills have become a key difference between average performers and the top performers. […]
The difference between ‘telling’ and ‘selling’ is ‘asking.’ As buyers become increasingly resistant to ‘aggressive’ selling, questioning skills have become a key difference between average performers and the top performers. […]
Overview Today’s competitive environment requires more than good interpersonal skills. Good salespeople are made, not born. They may have the inherent interpersonal skills and the ‘will-to-win’ but that must be […]
There are two kinds of manager trying to make sense of change. The first is whom we might call The Yes But Manager, the second the Yes And Manager. The […]
The sales proposal is often the result of extensive effort. Poor proposals waste the investment and effort involved. Get it right to improve your sales efficiency. [geoads2] Overview Written communication […]
Anyone in contact with customers and prospects either helps or hinders the sales process. This course gives the essential knowledge and awareness needed. [geoads2] Overview A common error is to […]
More telephone prospecting takes place today than ever before, and internet searches and email introductions can be a minefield. To obtain qualified appointments needs greater skill. [geoads2] Overview Generating new […]
It is not enough to bore customers by a standard monologue, they can read your regular sales patter for themselves on your website. Competitive selling requires presentations to be tailored […]
Selling through others, such as distributors, agents or retailers requires additional skills to selling direct. We must create the right environment and support for the intermediary to sell. This course […]
Developing new propositions or modifying propositions for particular clients/markets requires particular skills. Selling to clients who have not yet recognised the need requires particular skills. This course helps people to […]
Professional Selling is not just ‘the gift of the gab.’ Professional salespeople need a structured approach to help them to be successful – fast. Experienced salespeople also benefit from a […]