Articles under ‘Soft Skills’

You can avoid some serious diseases by receiving an inoculation. The smallpox inoculation works by infecting an individual with a mild case of smallpox and the body builds up natural defenses. In a similar way, you can inoculate prospects against serious price objections by using the concept of inoculation. This will help enormously when closing [...]

With relationship based selling, the clue is in the title! To be successful with this type of selling you need to be developing and extending relationships. The activity is similar to networking except you are building a network within the client account. Seek to keep updated with what is going on and also expand your [...]

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 [...]

Can dressing for success make a difference in sales?
In this recording leading image consultant Pauline Crawford explains why the way we present ourselves is so important the sales process and simple changes you can make in order to increase your impact with client…Read the rest of this entry »This resource is only available to members. [...]

The way we think and communicate can have a big impact on sales. There is a wide variety of ways in which people think and communicate and these tend to differ by type of job function and by levels of seniority. The more flexible we can be with our communication, the wider group of people [...]

In sales people buy from people they know, like and trust. Being able to quickly establish rapport with people you meet is an essential skill. But how do you establish rapport and trust with p…Read the rest of this entry »This resource is only available to members. Please Login or Sign-Up as a member for [...]