One Minute Pause (Natural Training’s Newsletter): Selling Value is more than a skill, it’s a necessity in today’s marketplace. If you can sell value, then you will avoid pricing objections and maintain a premium price for your product. Natural Training’s Founder Matt Drought gives you four ways to sell your value.

A sale is a communication challenge: How do we help them understand? Analogies are a great way of creating that understanding – and here’s a great example.

Here’s an example of a great story which is useful to help you present and inspire others when selling!

What do customers want? Here Fred lays out his top ten (plus 1)

There are many skills involved in being a great presenter.  The most important of these, I believe, is one’s ability to make the complex, simple. Presenters use all sorts of techniques to do this, including analogies, getting rid of jargon (tech sector please take note!), examples, stories and striking visual representations of ideas. Here’s an [...]

It can be dangerous to assume that closing stands by itself as a separate entity right at the end of the sale. A more effective way to regard closing is that if you conduct the sale in a certain way from the start, then you are much more likely to lead to a natural close. Here are 5 key elements to the Natural Closing Mindset:

We must ensure the customer service rep FEELS what it is like to be the customer. Empathy is the number one feeling behind an effective customer experience. If the customer service rep feels, displays and communicates empathy, then the customer instantly feels like their needs are being met.

The key to developing customer intimacy is understanding the value you deliver. To understand the full extent of your value you must consider where you impact the customers ‘supply chain‘.

Value selling is an important sales technique that relies on showcasing and building on the core value of your products and services.

It is about de-emphasising price as the dominant force in the decision making process, and convincing customer’s that the higher price is actually a better solution — a higher value.

Just how desperate are we to avoid PowerPoint presentations? If you’re in sales or marketing, it’s likely that from time to time you will use Powerpoint to make presentations to potential clients. The reason you give a presentation is to make a sale! Right?

The Anti-PowerPoint Party (APPP) is a new movement formed to, as indicated in its website, “influence the public to put a stop to the phenomenon of idle time in the economy, industry, research and educational institutions.” With all of the workplace distractions, the APPP has called out PowerPoint as the most visible and egregious threat to productivity.

Many sales are lost because the prospect can’t see the clear steps to success. In this excerpt from our FREE E-Book called HEAT, Greg explains why

Sales people really have to flex their personalities – to be all things to all people. You have to have an analytical bent, researching a client for hours on end. And, you have to of course be creative to think of innovative solutions.

In this excerpt from our HEAT E-Book, Matt talks about great up-sellers not stopping until they know it’s a “no”.

Getting true commitment is a series of smaller goals leading to the ultimate sales prize (the close). In this excerpt from our fantastic E-Book called HEAT, Matt explores how you can get more commitment, more often.

What is the stuff that great sales people are made of, in TODAY’s selling environment? Here is a list of 5 which you might be able to relate to.

In this excerpt from our FREE E-Book called HEAT, Matt talks about logic versus emotion and right brained selling!

“It’s far better to buy a wonderful company at a fair price than a fair company at a wonderful price.”

This statement about price is more than an insight into Buffett’s investment strategies. It is a mantra that directly relates to selling, price and most of all value.

You can’t change your product, your price or your company. You can’t change your colleagues, your resources or your boss. But you can change your words.

So, the golden question – what do clients look for when you pitch to them? What defines success – and a win for you?

This is a difficult question to answer in just a few words. The reason is that clients alter their priorities across industries.

Keeping forward thrust in the sale is critical. Here Matt explains how to with 7 fresh ideas.