As a result of COVID-19 I have converted my Sales Training Programmes, Sales Leadership Programmes and Sales Motivational Keynotes to be presented virtually by way of Zoom. Benefits of virtual training: Cost savings. There are no travel and accommodation costs for me...

When answering a business call, remember this: Most inbound business calls are either new enquiries, further enquiries, follow-ups, or complaints. With this in mind, you need to be properly prepared. Many of the inbound calls to your company will be first time buyers....

When having to make non-face-to-face contact with buyers, the telephone can be your new best friend. As a salesperson you should see the telephone as a powerful selling tool. If used correctly it can produce great results. Many of your buyers will have their first...

It doesn’t matter what you sell, every business will encounter angry and dissatisfied buyers from time to time. Most of us don’t like dealing with frustrated or angry buyers. However, by implementing a few simple techniques, you will have an opportunity to turn that...

As a sales professional you are required to communicate with buyers in many different ways. There is the face to face meeting, the group presentation, the contact at trade shows and other business functions, telephonic contact and written contact which is usually by...

A lot of the salespeople I meet with don’t really believe that selling is a “real profession”. There is still the old stigma of “don’t worry, if you can’t make it anywhere else you can always go into sales”. Selling is often seen as the last resort to resurrect a...