Most of the salespeople I train don’t know the difference between a feature and a benefit and which to focus on when presenting their offer. At best they have a vague idea of what features and benefits are, however, very few salespeople are using features and benefits...

The Corona virus crisis has affected sales as we know it. Most successful salespeople and their managers know that one of the key points for success in sales is face to face contact with buyers. When this is not possible then we can consider the telephone, Skype, Zoom...

For salespeople, the telephone can be a powerful selling tool. If used correctly it can produce great results. Whether you are using the telephone to sell, make appointments or follow-up on a quote, make all your calls on purpose and with a plan. Here are a few phone...

It’s important to choose your sales training program wisely. Every company wants a sales team that is motivated, equipped and ready to meet the needs of their consumers. Unfortunately, a lot of sales courses look good on paper but fail to make a difference to the...

In today’s world of business, the buyer’s expectations when dealing with salespeople have changed! Buyers now expect a lot more from the salespeople they deal with.   Buyer’s no longer want to meet with average “sales reps”, they want to meet with...

You cannot successfully manage a sales team from behind a desk!   Average Sales Managers spend most of their time in the office analysing numbers and coming up with solutions to increase sales, which usually revolves around getting the salespeople to make more...