Category Archives: Sales Skills Articles

It is becoming increasingly challenging for the salesperson to get through to the decision maker. Many customers have a PA or secretary, who will answer calls on the decision maker’s behalf. The PA fields numerous sales calls in a day and is therefore experienced in acting as a gatekeeper. Be prepared for dealing with the…

When we hear the word “negotiation” most of us think of high-powered deals being hammered out: a powerful sport figure’s agent demanding more money for his client, a peace accord in the Middle East, a pay increase for a union's members. The atmosphere is tense, the participants are tough and the stakes are high... (more…)

There are a number of ways to handle customer objections. The use of each method depends on the circumstances. Therefore it is worth exploring the options available when trying to overcome objections. (more…)

The ability of a salesperson to identify buying signals is an important skill, yet they are often missed. Positive signs that the customer is interested in buying need to be acted upon as they give the salesperson the opportunity to gain commitment and close a sale. (more…)

One of the fundamentals of any successful business is the concept of continuously improving business performance. For companies that produce tangible products this concept of continuous improvement is particularly important. Such companies must invest heavily in the field of product development, because without such improvements the products they produce today will be quickly superseded by…

A lot of marketing is about collecting information that is then used to make decisions that will improve business performance. Rather than rely on the marketing department to provide data, the sales person can easily do a lot of basic marketing research themselves. (more…)

It can happen that sales people targeted with managing a key account in their territory can focus on this activity to an unhealthy degree. They spend all of their time on this large account and sales are good. However, in the process, other important customers and prospects are neglected. Concentrating too much on a few…

Personal recommendations and referrals are the most powerful route to making sales appointments with new customers – but is also the technique least used by most sale people. What can you do to get referrals? (more…)

If you are a sales professional or a Sales Manager, then the start of the year is the time to refocus your selling efforts. So do you know who you should be targeting as possible new customers? (more…)

Many sales people consider their job is done when they close a sale and take an order from their customer. But the sale is not really closed until your company has been paid for the goods or services you have sold! (more…)