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Event sales tips that work on your body language, ability to establish rapport and Micro Expression – behavioural Do’s and Dont’s for your sales teams

Trade events and conference speaking opportunities are a dream come true if you believe in Permission Marketing. Yet some of us [...]

Over the years, I have seen many salespeople who have delivered what they believed to be great sales presentations, only to fall at the final hurdle. There are lots of reasons for not closing a sale including ‘poor presentation’, ‘lack of product knowledge’ and ‘failure to listen to the needs of the client’, but in my experience, one of the most common reasons is the fear of rejection. The fear of ‘No!’.

If Businesses are viewing ‘cold calling’ as a sales activity that they don’t wish to do they are gravely mistaken… [...]

More and more professional buyers are adopting a ‘fortress mindset’ in their approach to dealing with sellers.

Intel recently announced another advance in chip technology that is expected to result in a doubling of computer processing power. Now you may be wondering what computer chip technology has got to do with selling. Well, quite a lot as it turns out…

When dealing with a company as a supplier, it is important to have more than one contact. It is possible to end up being the victim of an “empire builder” and have no insights into the remainder of the business…

We need to ask ourselves this question every time we are about to approach a prospective customer or client. Why? Because the answer will give us the ability to give the customer exactly what they need…

How many times have you opened your door or answered your phone to a salesperson eager to make their sale? It wouldn’t surprise me if many of you said ‘loads’ but have a negative story to tell…