Active listening is an indispensable skill for anyone who wants to have valuable conversations. In this guide, you will discover what active listening means, why it is important in the context of sales, and how to apply it.
Objections in B2B sales, often part of the sales cycle. After all, you are not always speaking to the decision-maker and it is not always easy to align your offer with your prospects' long-term goals, strategies and budgets. And especially in B2B sales, objections are sometimes harder to rebut....
Selling can be a challenging and sometimes intimidating task for newcomers. Finding quality leads and having meaningful conversations can be a stumbling block. The feeling of being stuck often arises, especially when you compare yourself to the top salespeople within your organisation who achieve seemingly effortless success. During...
As a salesperson, time is your most valuable asset, and sometimes it feels like you never have enough of it. Every day, you are faced with a stream of tasks. Before you know it, the day is over and you feel like you are far from getting everything done. Recognisable? Effective time management in sales can make all the difference here. Discover our tips.
Managing and coaching a team is a challenging task. After all, you want to manage your team so that you achieve the intended goals and results. This raises the following question: as a manager, what is the most leadership style to achieve these goals? Should you coach your team...
The success of a sales organisation hinges on the performance of a sales team. Therefore, as a sales manager, it is crucial that you put together a good and motivated sales team. And just let this be a major difficulty. How do you put together a successful sales team? What to...
While conducting our sales coaching sessions, we regularly find that salespeople or account managers do not bring their catalogues, commercial leaflets or sample material to their sales meetings. However, this is not a good idea because using words alone will not convince your prospects. More so, a lack of valuable sales tools can...
A good salesperson knows to ask questions during a sales call. But which questions is less well known. The pitfall of a sales call Selling during the sales call, that seems obvious right? Yes, but... selling too early, without any kind of introduction, without attention or interest in the customer is a...
You have come to the end of your sales pitch. You have pulled out all the stops and the customer knows everything he or she needs to know about your product or service. Only one - not so unimportant - thing remains: the purchase decision! It is now up to you to...
Let's face it: old-fashioned sales techniques are outdated and ineffective. Nowadays, potential customers are much quicker to realise that you are trying to sell them something they don't really need. Only with the best sales techniques will you be able to interest your target audience and make...
During our sales coaching sessions, we often find that salespeople's presentations are a string of marketing slogans, rather than real arguments that enthuse the customer to buy from you. Fortunately, the strategy and tactics behind an effective sales argumentation can be taught quite easily....
Consultative (solution) selling, also known as advisory selling, is central to the modern sales landscape. This approach differs significantly from the traditional product-oriented sales methodology. We fully explain this concept in the article below. What is consultative selling? Consultative selling or consultative solution selling is a broadly applied sales technique that, in our opinion,...
