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Clues in the office of a prospect: How to read themIt can be very helpful to read what is written in the appearance of a prospects office. All things can tell us, at least with some certain probability, something about his or her personality,…
Do you want to be a successful seller? Find out the client's whyEvery seller can explain what the product can do. Plenty of them can also explain how it works. Most of them are satisfied with explaining only these two points to the client. Do you see yourself in…
Customer loyalty is essentialMany salespeople and companies still use the same behaviour patterns as everyone else when communicating with clients. But generally accepted concepts, such as focusing on customers and their…
How to win trust during a sales callThe preparations you make prior to a sales call are not the only thing that matters. It is easy to forget, but the way you speak makes a difference to your sales call. What is your pace, rather a slow…
Everyday negotiationsNegotiation skills are very important not only in your professional life, but also in your personal life. You can negotiate in order to close a big deal, to get more interesting and challenging tasks…
Control the situation - a lesson from an airport terminalControlling a situation means acting in a way that is both assertive and respectful. To achieve complete control, you need empathy, communication and credibility.Chris Lytle, a writer that contributes…
Extra effort needed: How to get in touch with prospect clientThis is an eternal question in sales. The potential customer does not answer calls. Should we invest a little bit more of our valuable time? The answer is not easy. The high-energy speaker and…
Introverted salespeopleIntroverts do not live in complete isolation; they are, however, rather selective in their choice of partners and friends. Introverted people are, of course, still able to communicate and work with…
How to get a "Yes" in salesNicola Cook, MD of the Shortcuts consultancy company, dealing with leadership and sales, is also the author of a book entitled The Secrets of Success in Selling. She shared some of her tricks with the…
When the client is "reviewing other options""I have had other offers as well." "I would like to browse some more." "I do not want to make a decision until I have reviewed all options." These answers frequently come at the end of your sales…
How to overcome the initial lack of interest of a client"I am not interested" is a frequent objection that many salespeople do not know how to overcome. It is a paradox that often sales reps hear this sentence before they even offer anything. "I am not…
How to sell to key accounts?Key accounts are not just ordinary customers. A truly professional B2B sales person has to use more inventive strategies and involve all his abilities to establish and maintain a productive…
6 tips for becoming more persuasiveEvery salesperson should be able to persuade individuals or groups of people. Situations are not rare where a manager has to persuade the entire company about something. No matter whether you are…
Three gestures to look out for when negotiatingGestures, movements, body postures or facial expressions: these indicators tell you more about someone than what they are saying. According to the INC.com server, almost 90% of communication is on the…
Tips on how to make the most of a short meeting with a prospectThe first meeting with a client is by far the most important, but there is often not much time for it. Prospective clients frequently forget about the meetings, come late, forgot what your company…
