Articles under ‘Consultative Selling’

The other day I was asked a question which I know is a common issue so I thought I would share my response. The question was to do with broaching the subject of additional services where you could see a client had a need for them.

I was recently talking with a business owner who was struggling to sell more to an existing client. He could not understand why the client would not take his calls unless he wanted to buy something. ‘I really want to try and build a relationship but how is that possible if he will not meet [...]

One of the things that amazes me about small and medium sized businesses is how they struggle with lead generation from existing clients. This should be one of the easiest sales to make. There are three main reasons for this:

I had some heart warming news yesterday when someone who had attended my last Lead Conversion Masterclass told me excitedly how he had used one of the simple soft selling questions he learnt on the course and lead to a much bigger and smoother sale. He couldn’t believe how simple and yet powerful the approach [...]

I tend to work with people where they seem to have everything going for them in terms of business and yet something is just not quite working. In many cases they know HOW to sell but for some reason they are not getting enough business. I am going to do a separate article on self-motivation [...]

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Consultative selling is essential for anyone selling business services or solutions. But how do you do it properly? In this consultative selling video mini-course I created through my sales coaching and business development coaching company, I explain the basics of consul…Read the rest of this entry »This resource is only available to members. Please Login [...]

A lot of people think they are engaging in consultative selling but really all they are doing is trying to second guess what their prospect is thinking. In this article I share with you a game that you can play to make your sales meetings more fun and increase your sales too!
When I am training [...]

After you have read a few sales books and have attended a sales training or two you think you know the score. Get a USP, focus on the benefits of your product and service and remember that people don’t like to be sold to but they do like to buy. Just because everyon…Read the rest [...]

If you are having trouble justifying your fees then you need to REALLY understand Return on Investment (ROI) – it’s the key to earning higher fees and your clients still thinking you are excellent value. Here is an outline of key concepts and I will be…Read the rest of this entry »This resource is only [...]