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Selling Skills

How to get your customer to take action
22/08/2017
Click here to view video...

How to compete and win against powerful competitors
15/08/2017
Click here to view Paul's video on how you can compete against bigger competitors....

Are You Willing to Change Your Selling Behaviors?
07/06/2017
In his recent book, Change or Die, author Alan Deutschman claims that although we have the ability to change our behavior, we rarely do.  In fact, the odds are nine-to-one that when faced with a dire need to change, we won’t.  Most smokers ...

Time - The Competitive Advantages of a Long Sales Cycle
07/06/2017
There are several significant challenges that sales representatives and sales teams face in selling into complex enterprise accounts. One of the most daunting is that enterprise sales cycles can be long and drawn out. Months and years can pass ...

Overcoming Top Sales Challenges
07/06/2017
Today we're talking about the top challenges for salespeople. You know, sales is getting harder and harder. There isn't a place that we travel to around the world where we don't hear sales people say, "Man I'm working harder now than I have in ...

9 things unforgiving buyers don’t like
13/02/2017
Buyers have heard it all before, which makes them a little more demanding. In short they are less forgiving when salespeople make any of the following mistakes: Not knowing enough about your own products, or the customer’s industry. The number one ...

The One Minute Pitch
13/02/2017
Perception is the world how we create it and not how it is.   It is of vital importance we create the perception both we and our product merits. Realistically, we get approximately 15 seconds to create that perception. In creating the correct ...

Ten Deadly Sales Sins
13/02/2017
Recently a customer of mine asked me to come up with a list of common mistakes made by salespeople so that she could hand it out to their sales team. I decided to keep it simple and limit the list to ten, which I have called The Ten Deadly Sales ...

The Importance of Tone of Voice
13/02/2017
Is telemarketing a good idea? Of course it is. Take a look around at the world of sales today. More and more companies are using Call centers as a way to reach their customers. It just makes sense. More customers can be contacted more often, more ...

Beat the (Voicemail) Answer Phone: Telesales
13/02/2017
Sales reps complain about the impact of voice mail on their selling success but often they are their own worst enemies. Here is a list of common voice mail blunders and how you can manage them.     Blunder 1: Leaving a VoiceMail Too Soon ...

Tips for Dealing with Gatekeepers
13/02/2017
Tip Number One: Mix up your approach   There are many conflicting opinions out there on the subject of how best to deal with gatekeepers. Even the foremost sales trainers rarely agree on how best to approach the subject. This suggests there ...

Getting Past Gatekeepers - 21 Strategies for Reaching Decision Makers
13/02/2017
Let's face it, half the difficulty in getting a job is getting to the decision maker to make your case. Traditionally there was a secretary or administrative assistant to circumnavigate. Now there are electronic nemeses as well: challenges like ...

Why People Do and Don't Buy From You
13/02/2017
Winning at the Selling Game – Why people don’t buy from you and why people do By Shiera O’Brien, Sales Training Expert  Zenith Training and Development     In the world of ample competition, the chances are your skill-set, product ...

DO AS I SAY, NOT AS I DO!
13/02/2017
Having a child follow in your footsteps was once a source of pride for Ireland’s parents. However, according to a new survey from recruitment and talent management consultancy, Hudson, that is now a thing of the past.  One in three (32%) ...

How Coaching your Clients can Ramp up Your Sales
13/02/2017
The Question is the Answer How Coaching your Clients can Ramp up Your Sales   By Shiera O¡¯Brien, Sales Training Expert and Sales Coach Zenith Training and Development     Develop Your Coaching Skills:   If there is one ...

Good Customer Relations - Now More Than Ever
13/02/2017
Did you know that increasing your customer retention by as little as 5% can boost your profits by at least 80%? Also, did you know that it is more cost effective to improve and maintain good relations with existing customers than to attract new ...

Talk Your Way to Sales Success
13/02/2017
If you’re not memorable, no one will remember you.   It is no secret…financial times are tough. Surviving this business climate requires discipline, planning, creativity, and quite a bit of luck. Everyone is selling, be it an idea, a product, a ...

3 Simple Steps to using Emails as a Sales Tool
13/02/2017
Emailing is now undoubtedly the main means of communication between businesses and business people. I would continue to advise salespeople to always try to speak directly to prospects where possible. There are times ...

Ten Top Sales Tips for Sales Success
13/02/2017
1.    Don’t do the bulk of your business prospecting during prime business hours. Often the call that is placed at 8AM or 6PM will be received by a decision-maker that has more time to talk. Don’t under-estimate the value of leaving ...

What To Say and Avoid in Selling
13/02/2017
Art Sobczak details what NOT to say after taking one of those calls by a sales rep who believes he might be making progress because he`s putting in activity, dialing the phone, making calls, and getting lots of no`s. However, the calls are ...

Get into Your Customers Next Years Budget Now
13/02/2017
Right now you may be in one of these two situations:  One of your prospects has no budget left for this year.  You have tried every tactic you know to get them to reallocate money from another project over to where you could provide a ...

A Strategy To Grow Your Sales
13/02/2017
Selling is more complex and demanding than ever before!  As well as developing as a sales professional, you have to grow sales of your territory or company.  But how?   There are three simple, yet powerful, growth strategies to ...

How To Network Yourself!
13/02/2017
When you were young, your mother probably told you not to speak to strangers. Now as you go to functions and networking events it is vital that you do talk to strangers! And it is not easy.   Most people, when they go to functions, look out for ...

Top Ten Introductions For Salespeople
13/02/2017
Having a good introduction is powerful. You never know when you may be standing next to your ideal client. This could happen while you`re standing in line at the supermarket or attending a stockholder`s meeting. Here are some creative ways to make ...

The Good Networking Checklist
13/02/2017
Have clear aims and objectives To identify some useful foxes (influencers) To know whom to refer when I can’t do some thing myself To be introduced to the CEO of Argos To improve my networking skills To help anyone that isn’t a blatant ...

Getting By With A Little Help From Your Friends
13/02/2017
There are many mysteries in life, but this much is clear: nothing can help you get by like a little help from your friends. This is just as true in sales as it is in life. Truly effective sales people - the ones who always have time to make one more ...

Meet The Cast of Characters
13/02/2017
In almost every buying decision, you`ll work with a cast of characters who are involved in the process. Often, one member of the cast usually someone at or near the top of the organisation chart has the responsibility for making the decision. ...

To Confirm Or Not To Confirm?
13/02/2017
Do you confirm every prospect appointment before you head out the door?   Or…   Do you not confirm, believing that it gives your prospect an "out?"   Far too many coaching clients, workshop participants and readers have said to me, ...

Getting Referrals
13/02/2017
Suppose for a moment that you were planning to contact your clients and ask each of them for at least one referral. What three things can you do to increase the results of your efforts? (1) Count On Reciprocation In his book "INFLUENCE The ...

First Steps to Effective Sales Planning
13/02/2017
Most salespeople love to be active - out in their territories, seeing people, solving problems, putting deals together.  This activity orientation is one of the necessary characteristics of a sales personality.  A day sitting behind a desk ...

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