Natural Training Sales Blog
Larger deals often look promising for longer than they should. There is usually a friendly contact, a few encouraging meetings, a positive reaction to the idea, and enough polite interest for everyone to feel the opportunity is moving. Then the pace drops, another stakeholder appears, procurement asks a question nobody is ready for, or the...
Consultative selling is one of those ideas most people agree with in principle. Of course sellers should ask better questions, listen properly, understand the client’s world and avoid charging into the pitch too early. Very few salespeople would argue for the opposite. The problem is that agreement in a workshop is not the same as...
This is Sabastian Sawe, currently ranked #1 in the men’s marathon. So, what’s the best way to beat him? The answer, of course, is to start a few hours earlier. Or in my case, probably the day before. And that’s exactly how teams win proposals and pitches. Most organisations start too late. The RFP lands,...
Unlock Warm Leads & Accelerate Sales There’s nothing better than a referral – that incoming phone call on a quiet morning when your prospect list is looking as old and dusty as a first edition of Moby Dick. The beauty of referrals is that prospects come to you pre-qualified, curious, and already trusting you. No cold...
Procurement Negotiation is a Science, but not Rocket Science In this article, we put the spotlight on some of the biggest challenges that frustrate salespeople during a Procurement negotiation and uncover tips and strategies that you can use to bring you sales success. This involves countering delay tactics, selling on value when they are hammering...
What are some failsafe topics to include in your sales pitch preparation to increases the likelihood of your client saying yes to your solution? The golden question is – 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...
If you are in sales, negotiating is a part of your daily life. In some instances when the sales conversations have gone extremely well, they are simply a matter of finalising terms, of dotting a couple of i’s and crossing the t’s. However, they don’t always run so smoothly, as a prospect may want to...
Probing Questions have the magical effect of re-prioritising issues in the mind of your customer. They are simply brilliant, and a highly coveted skill for any sales person. It’s hard to sell effectively without understanding your customer’s issues. Issues can create headaches, and headaches create needs, and needs create sales. Sometimes, however, people are not...
Today, the most effective salespeople offer unique insight to customers that help to drive their business and offer them value. Think about one of your friends who might be a ‘go-to’ person – a really great problem solver. A natural problem solver is able to clearly think something through, ask the right questions, get a...
A strong value proposition separates you from your competition and makes your business stand out in your customers’ eyes. So it’s vitally important that you can create one that is clear, compelling and different. In this article we will look at what it is and what it isn’t and guide you through exactly how to...
What is Value Selling? Value selling is an important sales technique that relies on showcasing and building on the core value of your products & services. This philosophy of sales can be one of the most effective techniques for generating income, enhancing profit, and gaining long-lasting customers. When selling value, you and your team focus less...
What is a Trusted Advisor in sales? A trusted advisor is a sales professional who establishes credible commercial relationships with clients. Clients call on them for help and strategy and their position is escalted from "seller" to trusted advisor. There are various levels of relationships that we can have with customers. It’s important to note...