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...
How to Network and Get Referral | Effective Sales Prospecting Training
Any time you network with other people, you can get a business lead or referral. For instance, industry associations can work as tip...
The Importance of Creating Wants for Clients | Sales Management Training
Quick, write down something tangible you need. Now write down something tangible you want. Put a price tag next to each item. What you...
Tailor Your Sales Proposition and Positioning the Benefits | Professional Selling Skills
What is a sales proposition? A sales proposition is your presentation of a solution. A solution that potentially solves the problems and...
How to Take Your Problem Questions Deeper | Effective Selling Skills Training
Your analyses of prospects’ and clients’ businesses should focus on the problems that need solving. By asking a series of questions...
How to Design a Winning Proposal | Sales Presentation Skills
What is a proposal? A proposal is your summation of exactly what your client will get for their money. You will usually only prepare a...
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 Turn Prospects into Clients | Effective Sales Prospecting Skills
Good marketing programs create many prospects. But all prospects do not—and should not—convert to clients. Here are ideas to help you...
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...
Professionals Recommend, They Don’t Sell | Professional Selling Skills
Consultative professionals create an integrated relationship between their firm and the prospect. Before solving problems, consultants...
The Art of Consultative Selling | The Discovery Phase of Selling | Sales Training China
Just as your physician might ask you to take a series of tests during your annual physical, a solid business professional will diagnose...
How To Qualify a Client with NEAD-PAY | Professional Sales Training | Sales Training Sri Lanka
NEAD-PAY is an acronym (slightly mis-spelled) for a pattern of asking qualifying questions. When you religiously follow this pattern, you...
Professional Selling Skills Training in Malaysia | The 7-Steps Sales Process
Professional Selling Skills is aimed at people who have begun a career in sales as well as those who want to refresh themselves on some...
Effective Selling Skills Training in Malaysia | The Attributes of an Effective Salespeople
Today’s selling environment Changes in the marketplace, economy, communication and technology have had a big impact in the way companies...
Professional Selling Skills Training in Malaysia | Customer Focused Selling
Maybe it’s changing technology. Maybe it’s the still-recovering economy, which in some sectors has yet to bounce back from the market...
