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Your Value Is Not What You Do, It’s Why You Do It

Your Value Is Not What You Do, It’s Why You Do It

There are numerous approaches we can take to selling our own particular range of products or services. The traditional approach was to define our products’ features and benefits. An iPad is small and lightweight which means that it’s highly portable. Noise cancelling...
How To Approach A Prospect For The First Time

How To Approach A Prospect For The First Time

There’s a never ending debate in the sales community; When making an initial approach to a new prospect, should this be done by phone or email? Making an initial impression is crucial, not least because you’re trying to build trust, demonstrate your value, uncover...
How To Sell Products With Multiple Options

How To Sell Products With Multiple Options

Selling isn’t always easy. Quite often, and especially if your product or service has various options at different prices, you won’t be able to offer a price that’s immediately accepted. You might well have to enter into some elements of negotiation to find a point...
5 Sales Closing Tactics To Avoid

5 Sales Closing Tactics To Avoid

Have you seen the film “Glengarry Glen Ross? In it, Alec Baldwin plays Blake, a belligerent trainer sent to shake up a tired, underperforming sales team. Blake storms into a room of unsuspecting sales reps and starts screaming about prospects. “Only one thing...