As sales becomes increasingly competitive, emotional intelligence (EI) is becoming increasingly essential. Clients feel safe with and trust their vendors. As a result, building relationships with buyers has become necessary to acquire new business. Unsurprisingly, emotional intelligence has been more strongly correlated with sales success than IQ! If part of your role requires acquiring new […]
Category Archives: Sales Training Melbourne
Articles about improving sales and sales training in Melbourne.
05
Feb
Feb
Hi, it’s Ben Lai from Sales Ethos. Today’s topic for professional sales people is “Do no harm.” Do no harm is actually a term that comes from the medical profession. It’s what they ask medical students to promise before they even start studying the whole area of medicine. When the doctors and other medical professionals […]
06
Jan
Jan
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 important, but it is certainly not the most important […]
28
Nov
Nov
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 selling. So how do we go about achieving this status and […]
20
Nov
Nov
Hi, it’s Ben Lai from Sales Ethos. Today I’m continuing on the series The Many Hats that Professional Salespeople Wear. In this topic we are going to talk about the negotiator and the mediator. Sales professionals are negotiators. When it comes time to closing the sale, you need to be thoroughly prepared for what you’re […]
12
Nov
Nov
Hi, it’s Ben Lai from Sales Ethos. Today I’m going to continue on with the series of The Many Hats that Sales Professionals Wear. In this lesson we’re going to talk about how sales professionals are relationship managers. Some of you who are in key account management will already understand this quite well, but nevertheless, […]
12
Aug
Aug
Transcript: Hi, it’s Ben Lai from Sales Ethos. Today, I’m going to cover the three key areas of effective time management for sales. Sales managers and sales people are well known for having difficulty prioritizing the most important activities. In fact, you could say that any worker has this challenge. How do we decide what […]
21
Jul
Jul
Hi, this is Ben Lai from Sales Ethos. Today’s topic is how to increase client happiness in sales. In the sales profession, we may not consider ourselves as customer service representatives. However, the level of service that you problem to your clients will determine whether they’re going to buy from you again and whether they’re […]
14
Jul
Jul
Hi, this is Ben Lai from Sales Ethos. This is Part Three of the series, How to Sell to Modern Buyers. Now, buyers are more sceptical than ever before. After being bombarded by sales and marketing messages through emails, through phone calls, people have created walls of resistance to make sure that they protect themselves […]
08
Jul
Jul
Hi, it’s Ben Lai from Sales Ethos. This is Part Two of How to Sell to Modern Buyers. Today, I’m going to address the topic on how to sell in complex sales situations. Complex sales has become the norm for modern selling. It is no longer the case that you can talk to just one […]