Skills academy

no. 3/2018

The right questions at the right time

The right questions at the right time
At all sales training sessions, coaches use the mantra: “Ask questions, ideally open questions.” Using this principle, and being a young salesperson myself, I’ve asked customers a lot of questions, and I haven’t sold much. Now I know where I made a mistake. And that’s why I decided to write this article.
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no. 2/2018

8 qualities of a successful salesperson

What does it mean to be a successful salesperson? Does it mean making a lot of phone calls, spending a lot of time searching for potential customers, or having an enormous number of meetings with clients? Acutally, nothing of the sort.

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On-line only no. 2/2018

Train your cool

For a salesman, stress is a daily occurrence at any stage of their career. Dangerously enough, it can lead to a rapid professional burn-out, declining sales and even health issues. Therefore, it is imperative to know how to manage and alleviate stress.
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On-line only no. 1/2018

Top 7 negotiation tricks

Sometimes while negotiating, we put on a mask to get what we want. There are times that we are a wolf in sheep’s clothing and then there are those when we transform into sheep masquerading as wolves. Regardless of the personality, negotiating style or a set goal, good negotiators are always people with whom you want to do business and even more so if they are on your side.

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On-line only no. 1/2018

Thank you, but I am not interested” – how to improve the effectiveness of sales meetings?

Your salesforce might be the most effective one in the business, but before they can try their luck during a sales meeting, they need to make it happen first. And that is not always a piece of cake.

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On-line only no. 1/2018

"Controlled conversations"

In theory, this seems simple: the salesperson conducts a sales call, steering the conversation so as to finalize the transaction. In practice, in many cases, it’s the client who dictates terms, pins you to the wall with price demands and a series of objections, and praises the competition. What are the most common errors in terms of keeping sales calls under control?

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no. 1/2018

AIDA in phone sales

AIDA in phone sales

How many times have you gotten the classic “I don’t have time for this” or “I am not interested” or „I’ll think about it” response from a client you called? Most likely too many to count. There is another way and in this article I will show you how to make your client listen and ultimately make a purchase.

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