It’s Better to Sell The Pain than The Gain | Effective Selling Skills
What is your prospect’s pain? People buy to fulfil outcomes and to solve problems with solutions. People who are in the market for certain...
Are You a Top Sales Professional? | Professional Selling Skills Training
According to a Harvard Business School study, the best sales professional firms have certain characteristics. Most of the characteristics...
How to Fine Tune your Sales & Marketing Plan | Sales & Marketing Planning Skills
What does this mean? Fine tuning your sales & marketing plan means evaluating its success year on year and making the changes required to...
How to Keep Customer Records | Sales & Marketing Skills
What is a customer record? Customer records contain important information vital to maintaining an ongoing relationship with your...
Understanding the Client Needs and Wants | Sales Management Training | Sales Transformation Asia
Step One: Knowing the “Why” and the “How” Is What You Are Trained to Do Before you start any engagement, ask yourself, “Why did they...
How to Reach Out to Decision Makers | Sales Prospecting Skills Training
When making initial contact with the people who make or influence decisions, we have two key tactics to consider before the approach: (1)...
Setting your Sales and Marketing Goals | Goals Planning | Sales Management
What is a goal? A goal is a written statement of intent. It represents an important target that you are aiming for. Your sales and...
Understanding Influencers’ Perceptions and Values | Effective Selling Skills
People make decisions emotionally and justify them with logic. But perceptions drive the emotions. For thousands of years, the perception...
How to Overcome Rejections | Sales Prospecting Training
Rejection isn’t really rejection unless you accept it as final! Much research has shown that moving a prospect from contact to contract...
Strategic Planning & Marketing Strategy | Sales Management Strategy
I had the challenge of working with a large firm whose growth had flattened out during the preceding three years. (In contrast, in the...
Listening Is Key to Creating Wants | Listening Skills Training | Customer Service Skills
Almost every book on selling has a chapter on asking questions. Marketing and sales trainers encourage you to ask, “Open-ended...
How Uncovering Prospect Problems | Questioning Discoveries Selling Skills | Consultative Selling Ski
In order to sell services, a professional must have a command of all the potential problems of a prospect. Businesses hire professionals...
How to Maintain Awareness and Learning from Experience | Asia's Leading Sales Training
What does this mean? Maintaining awareness is about keeping your eyes and ears open and knowing what is going on in your business. It is...
Visionaries Plan for Sales Success | Effective Sales Planning
Without plans, most individuals and firms fail at marketing before they even begin. Plans provide goals for your growth. Plans provide...
Following Up and Following Through | Consultative Selling Skills | Asia's Leading Sales Training
What is follow up? Follow up is carried out by telephone or email after an initial contact has been made with a prospective customer. You...
