Articles under ‘All Video Articles’

Questioning skills are an important tool in any sales process and especially with a consultative selling approach. In this advanced questioning skills video mini-course I created through my sales coaching and business development consultancy company I explain the uses of open and closed questions in terms of closing a sale. It is just under 13 minutes long.

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 consultative selling and a model for approaching the sales meeting. Even if you have some experience in consultative selling, it should provide you with a different perspective. It is just under 14 minutes long.

We know we should be making cold calls but how do we build up enough confidence to make the calls? and how to we increase the chances that the person we are calling is going to want to take our call?

This video based mini-course is a cut down version of a full workshop and covers the GO FLIRT! system for boosting confidence and contains exercises designed to help you build your confidence in making the calls and also making your calls more effective.

Many accidental sales people struggle to do enough sales activity because they do not understand how to get themselves sufficiently motivated. Other feel motivated from time to time but it is not consistent.

This is an Ecademy training video on blogging. Thomas Powe is chairman of business networking site Ecademy.com. Although this video is specifically about Ecademy, Thomas explains the logic about why blogging is so important for people selling their expertise and know-how and how Ecademy can help. The Accidental Salesman Club was born in Ecademy and I believe it is an excellent place for developing business connections and referrals. I have watched this a few times and I get something new each time I watch.