LATEST SALES RESEARCH, TRENDS, AND TIPS
Sales Training Blog
How to Sell a Commodity Without Discounting
How do you sell a commodity without discounting? Do you get stumped when prospects ask for a discount because a competitor is charging less? There’s a good chance they see your product as a commodity. “How do I sell a commodity*?” you may ask. That’s a very good...
Why Business is Good and Moral
Have you ever felt guilty for selling to and making a profit from your clients? Even when you truly believe in the value of your product, your inner convictions will seep into your expressions, words, and actions. When it comes to our thoughts about business, money,...
Why You Should NEVER Speak Badly About Competitors
“What do you think of Company XYZ?” your prospect asks. What do you say? Do you tell them about the company’s flaws? Do you tell them about their product’s weaknesses? I sincerely hope you have avoided these temptations that many salespeople have fallen into… But if...
Why Every Solopreneur Must Learn How to Sell
We are living in a golden age of business. With the invention of the internet, creating a successful enterprise has never been more viable. Today’s article is dedicated to the courageous solopreneurs, who account for 61 per cent of Australian businesses. It’s an...
How I Survived My First Sales Job
If you’re new to selling, you’ll probably be able to relate to how I felt at my first job in sales. I had no prior experience, but I knew that becoming proficient in persuasion would be paramount to starting my own business. When I picked up the phone to call existing...
The one thing you should NEVER say on a cold call
Cold calling is one of the most dreaded aspects of sales. I have already written posts about getting past gatekeepers and defrosting the cold call, but there are still numerous ways we can improve and polish our initial approaches. Today I’m going to share with you...
A Painful Lesson in Sales
Since young I have suffered with scoliosis, which is an abnormal curvature in the spine. As a result of the condition, some daily tasks can literally be a pain to accomplish. As you might know, I’m no stranger to suffering, so I have taken the time to draw a painful...
The Three Keys to Persuasion
Whether you’re applying for a job, convincing your child to eat their vegetables, or proposing to your future life partner, one major skill is essential – you need to sell to the other person. Persuasion is at the very heart of sales. Regardless of your profession,...
How to Reduce Anxiety by Rethinking “Closing the Sale”
Closing the sale can be scary! You’ve spent hours consulting, discussing, and presenting your solution, and it’s time to close the sale. Both you and your prospect know that this is the time to make a decision, but anxiety and fear is running high. You fear rejection,...