16 Jul 2021

Sales negotiations don’t have to be stressful. Savvy sales professionals who use the right negotiation styles and techniques throughout the conversation are much less likely to find themselves in a contentious situation in the final leg of the deal. Understanding Sales Negotiation Styles At the most basic level, there are two different types of sales negotiation styles:  consultative (...

16 Jul 2021

Sales professionals enjoy access to an expanding array of digital tools. The sophistication of these programs, however, can obscure a simple truth about selling; the relationship between the sales professional and the customer is what advances the sale to a close. Even the most powerful technology cannot win the deal if it is not underpinned by a relationship between the buyer and the sa...

16 Jul 2021

Adversarial negotiators work through manipulation. These buyers use a range of pressure tactics to defeat you and get what they want. Fortunately, adversarial negotiators are easy to spot if you know what to look for. Once you recognise their tactics, they quickly lose power. Adversarial Negotiation Tactics & How to Deal with Adversarial Negotiators Here we explore 14 common adv...

16 Jul 2021

Customer buying behavior is changing. As a result, you must assess the ability of your sales team to adapt, serve and exceed these evolving expectations. Trends in Customer Buying Behavior Informed Consumers Are Empowered Buyers Technology and consumers’ willingness to share information and opinions has dramatically influenced buyer behaviour in recent years. However, the nature and p...

16 Jul 2021

How to be a Successful Salesperson (or Recognise One on Your Team): You may recall that oh-so-70’s TV series called The Six Million Dollar Man, in which a secret government agency rebuilds former astronaut Steve Austin after an accident into a spy with bionic speed, strength and vision that make him unstoppable. Leaders and sales managers, when faced with a steep goal or taking on a n...

16 Jul 2021

Value is fleeting. This was a painful lesson for many people in the Netherlands in the 17th century. In the mid-1630s, people paid fortunes for ordinary tulip bulbs. The flower was, at the time, a rarity in the country, fetching the annual salary of an average ship worker. The New York Times tells of one man who purchased a single Viceroy tulip by trading four oxen, 12 sheep, eight pigs...

16 Jul 2021

Research from Bain shows that it is six to seven times more expensive to acquire a new customer than to retain an existing one. In fact, boosting customer retention by just five per cent increases profits by 25 to 95 per cent. These findings illustrate the importance of strategic account planning. Strategic account planning is a customer-centric approach to identifying priority account...

16 Jul 2021

Strategic account planning is a customer-centric approach to identifying priority accounts, capturing and analysing critical information and developing a strategy to expand and grow existing customer relationships. This approach is crucial, given that it is six to seven times more expensive to acquire a new customer than it is to retain an existing one. In fact, increasing customer reten...

16 Jul 2021

Listing ingredients implies that they are part of a recipe, which of course can be literal or figurative. Without wasting time on prologues and previews, we know you’re hungry to learn about the 7 essential ingredients for building effective sales training programs. The ingredients can be easily categorized according to their place in the sales training process: Pre-training: alig...

16 Jul 2021

The differences between hard selling and soft selling comes down to one factor: time. A hard sell is an attempt to get the buyer to take action now. In contrast, a soft sell is a gradual approach. When a sales professional embraces soft selling they are taking their time. They are learning about the customer, their needs, concerns, and perceptions of value. Hard selling is rarely con...