Sales Tips and Coaching from the Front Line

These sales tips and coaching in strategy, tactics and tools will help sales people of all descriptions manage their process. For an easy to read compilation of the best advice and ideas get a copy of our Principles of Professional Selling tutorial.

What Do You Call A Salesman You Can Trust

Sales Coach

What do call a salesman you can trust (or saleswoman of course), if you can find one? Sales people are paid to persuade you to buy stuff you don’t want. They get a commission when they can, and fired when they can’t. Like journalists they tell you what you want to hear, and not what [...]

Read the full article →

The CEO Close – What Is It. How To Use It

Sales Coach

Close the sale like your CEO would. This technique is friendly, fun and best of all functional – as in it works – unlike most of the tricks you’ll hear about. There’s a popular myth about Closing The Sale. In sales folklore, the ability to close deals is the superstar’s secret sauce. Somehow the superhero [...]

Read the full article →

Making Business Plans Make Sense

Sales Coach

Does your business plan make the usual mistake – focussing too much on money, and not enough on market? Do you add up the numbers without really understanding the  assumptions? Most people do. Do you set the rules about what you will, and won’t do, before you start the plan. Most people don’t. In which [...]

Read the full article →

4 Sales Styles for B Players

Sales Coach

Most sales people adopt a style which fits with their personality, influenced by their organisations and management, of course. We figure there are four basic categories of sales style. Which of these best describes yours. Believers The Believers are guys who talk to themselves in the mirror every morning, reinforcing their confidence to withstand the [...]

Read the full article →

Strategies for Cold Calling The CEO

Sales Coach

Cold calling people you’d like to meet is a tricky business.  So many companies employ the Activity strategy now everybody’s wary of picking up the phone to obvious sales calls.  They make as many calls as possible, usually automated these days, and pitch some dubious benefit cloaked in a conversation.  These calls are a nuisance, [...]

Read the full article →

6 Golden Rules For Success in Sales

Sales Coach

How many golden rules are there for achieving success in selling? Probably hundreds. In fact you’ll find plenty in this blog. But there are some which stand head and shoulders above the rest. This article focuses on six which apply to any sale, of any product or service, in any business. 1 – Call As [...]

Read the full article →

Selling More for Less

Sales Coach

You can sell more deals for less effort with the right strategy for handling price objections, focusing on scope (or value) and letting price take care of itself. Rather than push up the price by including stuff for free, agree whatever the customer wants to pay, and negotiate down the product or service you’ll provide [...]

Read the full article →

The Sales Skill Everybody Needs

Sales Coach

Is there a single skill more important than any other for sales people? What do you think? Is it tenacity, or is it bravery? Or maybe it’s a sunny personality? Perhaps its a thick skin? Putting ourselves in a position where we’re a nuisance, or worse, trying to engage others interest in what we have [...]

Read the full article →

Pricing Strategy for Rainmakers

Sales Coach

What’s your pricing strategy for B2B sales? How do you decide the price customers should pay, and then persuade them to go along? How often is your idea of the right price accepted by prospects? How much revenue and margin do you lose when they just won’t agree? If your answers to these questions are [...]

Read the full article →

← Previous Entries

Google Analytics Alternative