Sales Training Tip: Listen, Understand, Solve

Sales Training Tip: Listen, Understand, Solve

Transcript: Hi, it’s Ben Lai from Sales Ethos. Today’s topic is listen, understand, then solve. Sales people have for too long been considered people who have the gift of the gab. In order to be effective in sales you have to talk well, and that is...
Sales Professionals Are Expert Consultants

Sales Professionals Are Expert Consultants

Hi, it’s Ben Lai from Sales Ethos. Today I’m going to continue on with the series The Many Hats that Sales Professionals Wear. Today’s topic is on being the consultant or the trusted advisor. This is considered to be the gold standard in modern...
People Buy What They Want, Not What They Need

People Buy What They Want, Not What They Need

While travelling in the poorer parts of Asia, I couldn’t help but notice the living conditions of some of its residents. I saw mud and straw huts… With satellite dishes on the roof, and wide-screen TVs on the wall… It seemed to me that these people were buying what...
The Magic Word in Sales

The Magic Word in Sales

There are actually many magic words in the wonderful world of selling. The one I will share with you today will help you close more sales without applying any pressure to your buyers. As if by magic, using the word will cause you to be perceived as more professional,...
Selling Benefits vs. Selling Value

Selling Benefits vs. Selling Value

Introduction Traditional sales training has done a fantastic job at teaching salespeople about the differences between selling features and benefits. Benefits are far more persuasive because they translate features into a simple language. This enables prospects to...
What is a true salesperson?

What is a true salesperson?

What is a true salesperson? Below are a few common myths I hear when people tell me they “could never sell.” These are all legitimate and understandable concerns, however I’d like to address them one-by-one so that you don’t hold...