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“Pushy” Salesperson? Not Me

“Pushy” Salesperson? Not Me

What’s the word most people associate with salespeople. “Pushy.” Ouch! Persistence is part of being a salesperson. In fact, 80% of sales require five or more follow-ups. And there’s an obvious difference between consistently adding a bit of value...
5 Ways To Tell Tyre Kickers From Real Prospects

5 Ways To Tell Tyre Kickers From Real Prospects

You spend hours prospecting, researching, making calls, sending emails and posting on social media. If you have prospects who are dragging their feet or slowing a deal down, you might be working with a tyre kicker. The Cambridge Dictionary describes a tyre kicker as,...
Tips For Effective Negotiation

Tips For Effective Negotiation

Wouldn’t it be good if every sales call you made ended with the customer agreeing to buy from you at the price that you’ve quoted? For products and services with a relatively low price point, this might happen, but for most businesses it doesn’t. Let’s be honest, if...
What to do when a prospect asks for a discount

What to do when a prospect asks for a discount

A discount can speed up sales that have stalled, it can create goodwill, and it can provide an opportunity for requesting concessions. But…. discounts need to be treated with caution. Promising your prospect a discount any real negotiation can have three...