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Tyre Kickers

I have lost count of the times I have heard a sales person say that the last person they spoke to was a “Tyre Kicker” so I decided to google the term and found anything from the English Dictionary definition to tips and advice on how to spot them! So, [...]

How to ask the right post-sale questions

You came so close, you thought you had this sale in the bag! But then when the fateful moment came, and you found out that this one got away… It’s a tough loss to take, but the real loss will be if you don’t find out what happened! Whether you [...]

Where has all the fun gone?

After almost twenty-five years in retail sales I think it’s fair for me to say I remember the "good days", a time when the job was fun, we enjoyed the interaction with customers and the excitement when a deal was done. I look around at all the young faces in [...]

50% of salespeople fail to achieve their targets!

A Harvard business review article, published in July-August 1964 by David Mayer and Herbert Greenberg, stated that “A very high proportion of those engaged in selling cannot sell! Today fifty-three years later, business leaders continue to be faced with similar challenges, an expensive resource of sales professional who are [...]

8 Closing techniques to land the sale

After a long and difficult sales process, seeing the end goal in sight can be one of the greatest feelings you’ll ever experience. Finally, it seems that you’re reaching a point where you can close this fantastic deal! But this final step requires just as much care as everything else [...]

New thoughts on the sales process?

As a salesman, a sales manager, and a sales leader, I have worked the gamut of company size, from the lone salesman through to leading a very large team; and I have sold into practically every recognised industry and vertical market. As you might expect, over so many years, I [...]

Feed your sales funnel using LinkedIn in just 20 minutes per day!

FREE report - 10 Ways You Can Use LinkedIn to Prospect More Effectively LinkedIn allows you to connect with people in a targeted way to add value to others, share insights, and build out your network with prospects. Sandler Training experts explain how to maximise your sales prospecting in [...]