What is next depends on you. If you put in the effort and focus you will become a better salesperson. A good professional salesperson is always employable. You need to be flexible, adaptable and open to change; I have sold … >> Read More

The first resource you should look at is your company. It is in the company’s interest to develop your productivity as fast as possible and sales training has to be a part of that. As a minimum you should expect … >> Read More

For You – Effectiveness There is one area that is of key importance to a salesperson that I have not addressed in this eBook and that is self organization and personal productivity. I cannot stress enough that all the professional … >> Read More

You may have heard of the Boston Box. The Boston Group of Management Consultants created a grid with four boxes where the two axes are Products and Customers as below: Customers They make the point that it is low risk … >> Read More

Twenty percent discount may be more than your company will accept (or they may bite your hand off to get the deal) but what you are really doing by summarizing is you are using principle number two: Limit the Scope … >> Read More

The first principle is: Never Concede, Always Trade Value If the procurement guy asks for 20% discount, ask him what he will give in return, if he answers the deal, then close him and summarise back to him. “Are you … >> Read More

There are libraries full of books on negotiation and closing techniques but the truth is that there is a direct correlation between the quality of the work you do in Selling the Opportunity and the ease of closing the deal. … >> Read More