Articles under ‘Sales Techniques’

Email is an incredibly powerful business tool and it’s hard to remember how business used to function in the days before email took off. I don’t know about you, but I still get really excited each time I get an email enquiry.
How you respond to email enquiries, however, could make the difference between winning [...]

I was nicely surprised when reading this book. I have to admit that the title initially put me off. Once I started reading it, however, I quickly found It one of the most enjoyable sales books I have read to date. Instead of it being full of pushy sales tricks, I found it full [...]

Did you ever wonder what your prospects are really thinking? Well a key part of effective consultative selling is finding out just that!
One technique I use is “I want” bubbles. It’s like when you see cartoons and they show a speech bubble above their head to reveal what they are thinking. Your job [...]

There is a question where I come from that goes ‘Who wears the trousers in this household?’. It’s really a reference to who makes the decision in the household. It is based on the assumption that the person who makes the decisions must be the man of the house. An outdated notion – even then [...]