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8 Tips on Selling by Building Relationships

The sales industry is one that is largely built on relationships. Salespeople are responsible for selling by building relationships with clients. These 8 tips will help you build meaningful sales relationships with clients and potential customers. 1. Stop Pitching and Build Relationships Customers, just like you, don’t want to be sold, they want to be …
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Value of Sales Skills Assessments

Value of Sales Skills Assessments to Candidates The question every job applicant dreads to hear is “What are your weaknesses?” There you are, trying to do the right thing by being honest and admitting weaknesses and vulnerabilities but at the same time you don’t really want to be seen as weak, you want to be …
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Overcome Reduced Budgets with Solution Selling Training

Solution Selling training can be utilised to overcome the greatest challenge faced by enterprise salespeople, that of reduced budgets. Salespeople can use the Solution Selling methodology to leverage their own resources to win more business. In addition to winning more business, salespeople can regain dwindling margins. Overview In recent times, management at all levels and in …
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How can Sales Training be Effective?

Have you ever wondered about how effective sales training really is or why people invest in sales training courses? As you can imagine there are a whole range of reasons: Increase in Sales Productivity – by this we usually mean more sales, increased revenue per sale and greater profitability Decrease in the Sales Cycle – …
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Consultative Sales Training

Are you a B2B sales leader responsible for selling solutions? If so, you will undoubtedly have noticed the shift in buyer behaviour in recent years. The pendulum has swung from features and benefits to value and ability. As a result, in order for salespeople to be successful, they need to adjust their approach accordingly and …
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Planning Sales Calls

Sales calls can be either face to face or over the phone, either way you are engaging with your customers or prospects. Apart from the odd occasion where an ad-hoc discussion is appropriate, if you want to improve your conversion rate you need to put some thought and effort into each call, simply making the …
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4 Stages of Lead Qualification

Lead qualification criteria is a method of determining if a lead is worth pursuing. In a consultative selling situation, the costs associated with working an opportunity can be high. Salespeople should prevent inefficiencies by screening out unwinnable deals at an early stage of the sales cycle. Similarly, when an organisation’s sales process includes generating qualified leads …
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Your Value Proposition

“A value proposition is a clear statement of the tangible results a customer gets from using your products or services.  It is focused on outcomes and stresses the business value of your offering”.                                             …
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Sales Skills Assessment

Salespeople, just like other professionals, require skills to be successful at their job.  Unlike other professions, sales skills are not clearly defined, taught or measured by a governing body, so it’s up to individual companies to set their own standard when hiring, training and monitoring the performance of their staff. The absence of an industry …
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Hunter Fisher or Farmer?

Hunter Fisher or Farmer? It’s true that some people are born to sell but most salespeople arrived where they are by accident. This means that not all salespeople are in the correct role that suits their natural tendencies, in fact it’s possible that some are not even aware of the different types! It’s important for …
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