Blog Articles

Selling is like dancing: you have to work at it to make it look natural!

When I mention “sales”, I know what some of you think:  “that’s not me”.   Guess what?  It’s not me either.  In fact, I don’t think it’s anyone.  Saying that “he or she is a natural born sales person” is an excuse we have for not being good at something.  Selling is a bit like [...]

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The funny (awful) truth about conference calls

A funny video which highlights some of the drawbacks of conference calls. I'm sure you can relate to some of these!

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3 surprising stats about outbound calling

How quick are you to call back an online lead? This very short blog might change your mind!

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Objection handling just got harder – customers know everything!

Buyers have more knowledge than they have ever had before, which affects how you deal with their objections. Read on to get some tips...

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Are you convincing?

An essential aspect of any salesperson's job is to be convincing....yet, surprisingly, this isn't talked about enough when looking the deals that you have won or lost. Read more...

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Are your customers suffering from ‘Analysis Paralysis’?

A short, sharp article on exactly why giving your customer the information they need is paramount to sales success...

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The University of Me – What are you graduating in this week?

When we talk about the University of Me, we are referring to a sales professional’s willingness to be constantly learning and developing his or her understanding of key concepts, ideas, products and services. Basically, anything that will better their performance. How are you taking responsibility for your learning today? Some salespeople will wait around for [...]

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11 Ways to get people talking to you…

Simply having a phone number on your website and asking prospects to call you isn’t going to cut it with today’s buyers.

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The ‘online to offline’ sales conversion strategy

Like sales, Technology is evolving - as a salesperson, you need to adapt! Here are a few tips on how to use the latest tools and online platforms to sell...

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Referral Selling – your modern day sales weapon, part 2

Now for Part 2 of ‘Referral Selling – your modern day sales weapon’. For Part 1 (DIRECT), please click here INDIRECT (helping people to think differently) Unlike the direct approach, the indirect referral request represents a whole range of alternative routes – all of which arrive at the same destination: solid and effective referrals. The [...]

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