by Ben Lai | Apr 20, 2017 | Sales Mindset
Self-image matters. As logical beings, we cannot act inconsistently with our core beliefs for long1. If you think of yourself as a desperate sales consultant, that is how you will behave. Therefore, think of yourself as a successful sales consultant. As a result,...
by Ben Lai | Apr 12, 2017 | Sales Time Management
Speak to any sales or motivational speaker and you are certain to hear about the importance of setting goals. Sales revenue targets make great goals because they are specific, measurable, and time-bound. However, understanding why they are important and how to...
by Ben Lai | Apr 6, 2017 | Sales Management Training
Every year millions of dollars are invested in sales training – how can you make sales training stick? While it can be difficult to measure their effectiveness, there are methods you can use to maximise the investment. 1. Make sales training stick by making it...
by Ben Lai | Mar 30, 2017 | Sales Mindset
If I had to choose only one sales lesson to impart, it would be to adopt value selling. Sales for too long has been seen as pushing products onto people. Phrases such as “selling ice to Eskimos” and “Always Be Closing” have caused sales consultants to adopt pushy...
by Ben Lai | Mar 22, 2017 | Emotional Intelligence
When I first heard that “People buy emotionally and justify with logic,” I couldn’t help but feel a little insulted. “I’m a rational person,” I consoled myself. “When I buy something, it’s because there’s a good reason for it.” Then I started thinking about my last...
