Articles under ‘Sales Techniques’

You are in an unfamiliar part of town. It’s cold, dark and the street lighting is next to useless. You know where you want to get to but you are finding it very difficult to find the right way forward……….
That’s often what it’s like selling to a larger company where it’s difficult to find out [...]

They say that ‘love is blind’ and when two people are totally in love then they do not pay attention to one another’s faults. Often, over time, the initial passion begins to wear off and they start to notice things that annoy them – like squeezing the toothpaste from the middle of the tube or [...]

Imagine you went into a shop and spent a lot of money buying something you later discovered was an expensive mistake. How would you feel about the sales person who sold it to you? What if the sales person just gave you what you asked for without checking?
I was having this conversation with a client [...]

When I first started in sales I thought that all I needed was to learn a bunch of sales techniques. I soon discovered that there was so much more to selling.
Many sales trainers will have you believe that if you just follow their techniques you will never look back. For some people that will [...]