One of the things that’s underestimated in sales, is the importance of qualifying prospects. Nicola Cook, explains the techniques a sales person needs in order to qualify a prospect’s buying intentions and, thereby, make their job that much easier.
How do I engage my prospect?
When meeting a new prospect, just telling them you are a (another) training company or product manufacturer offers no value. Nicola Cook, explains that engaging a prospect’s interest in your offer starts with your ‘prologue’.
Do people buy only on benefits or to avoid loss?
The common presumption of sales people is that they sell the benefits and the reasons and the value that their product or service has to offer. But in this lesson, Nicola Cook, explains that many customers buy, not to gain the benefits, but to avoid the loss.
How important is your mindset in selling?
You don’t consider you’re a natural salesperson – but you’ve just started your own business, and you are trying to make some sales for yourself – so how, or where, do you start?
What is the best way to go about time management when selling?
Brian Tracey is quoted as saying; “The definition of a fool is to do a task really, really well that doesn’t need to be done.” In this lesson, Sales Trainer, Tony Morris discusses time management in selling.
How to overcome your reluctance to ask for referrals
Do you ask for a recommendation or do you leave it to chance? In this lesson, Sales Trainer, Tony Morris discusses how sales people can overcome their reluctance.
Listening techniques
Are you a good listener? In this lesson, Tony Morris discusses how sales people can overcome, what is often, their worst weakness.
I’m happy with my current supplier
How do you respond when a prospect isn’t interested in looking elsewhere? In this lesson Sales Trainer, Tony Morris, reveals some of his own tactics.
Standing out from the crowd
When there is more than one of you offering similar services in a networking group, how do you stand out from the crowd? In this lesson, Sales Trainer, Tony Morris, offers some food for thought.
Establishing Credibility
Sometimes, potential customers are scared to use you because they don’t know who you are. In this lesson, Sales Trainer Tony Morris, suggests ways to alleviate such fears.
