News Articles
Selling Skills
It’s not just about the price
14/11/2019
Some time back, I heard a story about a photographer who was selling copies of his photographs at an average of €5 each. The pictures were amazing and the quality of the prints was top notch. Yet, the man was selling very little of them. The photographer was very disheartened and spoke ...
What motivates people to buy
14/11/2019
It is fair to say that most people want value for money and frequently enjoy a bargain. This was particularly important over the past number of years when we all had to “watch the pennies”. However, I would pose the question to anyone “do we buy on price alone?” In most instances, ...
Getting past the gate keeper
24/10/2019
Over the years, many salespeople have told me one of their biggest obstacles is when they encounter the gate-keeper on reception. What do they fear that causes so much anxiety? The fact is we will always come into contact with gatekeepers. And yes, we may be asked a number of questions and ...
How to use the telephone to generate more sales
24/10/2019
We may live in a time where a lot of our communication with customers is online; however this report proved to me and the Institute the importance of the telephone in business. As a result, this prompted the presentation “Using the phone to generate more leads” at a “Sales Series” event ...
12 tell-tale signs that you're a SaaS Sales Ninja
06/02/2019
Eileen Carroll Director Puca Over the 20+ I've been in IT sales I've observed some characteristics of successful sales people. The SaaS sales person really has to have a 360 degree view of what success looks like for both the client and the company they work for. Which is why being successful ...
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 who are presented with a wealth of scientific ...
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 while pursuing an opportunity with an enterprise ...
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 years." And that's a good thing. I mean, of course, the ...
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 complaint of buyers is a lack of product ...
