Category Archives: Sales Consulting

Articles about consultative selling, sales questions, and sales active listening.

How to Sell as an Introvert

How to Sell as an Introvert

Sales Training for Introverts, Entrepreneurs, and Sales Professionals I am a natural introvert. When I first started my sales career, I was terrified to pick up the phone to call existing clients to sell our products. The fact that I am now a sales trainer is proof that if I could become successful 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, knowledgeable, and trustworthy. Oh, the magic […]

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 language that enables prospects to connect your product to the desired outcomes. But will all prospects enjoy your product’s benefits equally? In today’s competitive […]