Sales Management | Sales Techniques

Sales Skills

Selling Questions – Do They Really Matter?

You betcha! Most sales practitioners get to the point of understanding the difference between “open” and “closed” questions and that’s about it. Open questions open up the conversation and might use phrases like “Tell me about…” , “Explain…” and so forth. Closed questions have been off the nose for a while (unjustifiably) and they seek […]

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Upside Down Sales Recruitment – The Reverse Interview

Sales leaders have been drawn into mandated corporate techniques for recruitment interviewing. Often this approach is supervised by well trained human resource practitioners who instruct on fair and respectable candidate selection techniques like critical behavioural interviewing (CBI). CBI is based on the assumption that the past performance of a candidate will be an indicator of […]

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Sales Performance Sweet Spots

Many accomplished sales leaders struggle to know how to develop their sales team. It’s not because of a lack of leadership skills or a shortage of training options; far from it. It’s possible to keep sales people locked up in learning and development for weeks and there are numerous good programs to choose from. The […]

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A New Sales Strategy: Sales Skills For Faster Selling & Faster Profits!

Why FASTER SELLING Is A Winner! Everyone wants to sell faster, even buyers want it, but we all tend to think about it from slightly different perspectives.  If I said let’s be more efficient and effective with our sales, I’d get instant consensus. If I said let’s reduce the length of the sales cycle because […]

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Authentic Consultative Selling – Beware The Selling Virus

Authentic And The Rest There are two types of sales people  – authentic & the rest.  If you’re part of the rest you could be incubating an obstructive selling virus!  The virus makes it harder to close, increases objections, adds long periods to the sales cycle, puts focus on price and makes the process of […]

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