Articles Tagged ‘consultative selling’

Finding new clients can be hard work, especially in the current economic environment. The best sales people know that the easiest sale to make is with existing clients. But how do you get them to spend more money with you?
In my experience you can sell more to your clients and actually enhance the relationship at [...]

There are two fundamental philosophies in selling. There’s push selling and there’s pull selling. If you hate selling and want to make it easier on yourself then you should definitely be pull selling. Push selling is where you decide what the customer wants and then you persuade them to buy it. Pull selling is where [...]

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: