by Smarter Selling Team | Dec 19, 2023 | blog, Body Language, Business Development, Communication, Language, Listening, Mindset, Objections, Presenting, Questions, Sales
Recently, I accompanied a director on a client visit where the client mentioned the director’s main competitor.Despite his attempts to remain open and hear what that client had to say about the competitor, his body language and tone changed.The client quickly...by Smarter Selling Team | Dec 19, 2023 | blog, Business Development, Communication, Listening, Mindset, Objections, Questions, Sales, Value
How Secure are your Key Accounts? What are ‘key accounts’? These are the clients, that if lost, you would mourn. Their loss will have a catastrophic impact on your business. This aligns with the 80/20 rule*, now leaning more towards 90/10, signifying that 90% of...by Smarter Selling Team | Nov 23, 2023 | blog, Body Language, Business Development, Communication, Customer Service, Language, Listening, Mindset, Objections, Presenting, Questions, Sales, Telephone skills, Value, Video Conferencing
Maximising your teams’ conference presence Top line – why are we attending a conference?As a delegate or to host a trade stand?What’s the conference attendance purpose? Either way, your company has likely chosen to invest in you attending a conference to...by Smarter Selling Team | Nov 23, 2023 | blog, Body Language, Business Development, Communication, Customer Service, Language, Listening, Mindset, Objections, Presenting, Questions, Sales, Telephone skills, Value, Video Conferencing
How many times should I ‘follow up’? Naturally, as salespeople, we want the business to come in. Maybe your solution can’t be tied up on the spot, so you may need to follow up with the client. As part of your follow up, do you spend time carefully...by Smarter Selling Team | Nov 22, 2023 | blog, Business Development, Communication, Language, Listening, Mindset, Objections, Presenting, Questions, Sales, Value
Have you ever considered you might be the one delaying the sale? Think about some different meeting scenarios for a moment. You confirm an appointment with a potential client, Jack. The meeting is scheduled for next Thursday at 2 pm, and you will see three people:...by Smarter Selling Team | Jan 29, 2023 | blog, Communication, Language, Objections
Objection handling is always in the top 3 topics we are asked about daily. Â Sometimes it’s because it seems like the ‘objection’ is what’s holding up a sale. Often it isn’t. There are steps you can take to ensure you are prepared and...
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