3 successful selling habits

Thu, 15 Mar 2012

Do sales stars start a conversation or deliver a sales pitch? This is one of the fundamental questions that every sales person should answer correctly in order to be successful. Clive Price answers a few more.

No downside to upselling

Tue, 24 Jan 2012

In a struggling economy, where price hikes are likely to push customers away and advertising budgets are being cut, the most powerful weapon a salesperson or retailer has is the upsell.

Stop marketing, start selling

Wed, 11 Jan 2012

What has happened to the art of negotiation? Sales people no longer understand the concept of selling and have instead become caught up in a world that has gone marketing mad. Sales trainer Marc Andrew talks about the need to satisfy clients through negotiation.

How to overcome price resistance

Tue, 22 Nov 2011

Inexperienced negotiators either adopt a ‘no compromise’ attitude or bend over backwards to please demanding clients, to the detriment of the organisation. Finding the right balance as a negotiator is a skill that every business professional should possess.

Top ten tips for sales consultants

Thu, 10 Nov 2011

Listening to customers and understanding their needs is an important part of selling, 'unless you know exactly what they need you can never give advice or sell a product successfully' says Sandra Swanepoel who shares more of her top tips on how to become a proficient sales consultant.

Thinking ahead in sales

Tue, 08 Nov 2011

You cannot expect to win the respect of your clients and maximize your influence without demonstrating thought leadership. Take the sales quiz and listen to Colleen Francis as she explains the principles behind thought leadership in sales.

“Speed repping” an effective sales engagement model

Tue, 11 Oct 2011

Speed repping is the new sales method trend. Adapted from the concept of speed dating, the Retail Technology Forum held in Cape Town at the beginning of September attributes the success of the event to the well organised “speed repping” schedule set up by the Forum’s organisers.

Six big sales blunders

Thu, 29 Sep 2011

Do you avoid closing the deal? If the answer is yes than you are making one of the top six blunders prone to sales people. Clive Price lists the common errors of selling and provides some practical solutions to changing these inhibiting behaviours.

Avoid the 'seven deadly sins' of sales proposals

Thu, 23 Jun 2011

Many fail to deliver successful sales proposals due to heavy use of generic content or proposal text that is too technical says Tom Sant one of the top ten sales trainers in the world. These are just some of the errors committed by sales people that need to be identified and eliminated.

What sells training?

Tue, 07 Jun 2011

There is a perception that training is not a vital element of business success, especially in certain industries. The question 'How do you sell training in industries that think it is not crucial?' recently posed on our sister site the Skills Universe, revealed some surprising truths about the training market.

A sales brainwave

Wed, 04 May 2011

Research shows that 41% of salespeople fail to achieve their set quotas. How can you increase that amount? UCT Gradute School of Business introduces the concept of neuroeconomics to change the way supervisors manage their sales teams.