Consultative Selling

  • art96

Questioning skills for sales

I was at a networking breakfast yesterday having a conversation with a guy about questioning skills. He had been taught that open questions were good and closed questions were bad. As a consequence he was using open questions to try and close the sale. Understandably he was struggling to get a decision from prospects! The meeting was in a golf club and as he was a keen golfer, so I [...]

  • art189

Consultative selling

Consultative selling is essential for anyone selling business services or solutions. It will enable you to turn small opportunities into large opportunities, avoid price objections, and eliminate time wasters. But how do you do it properly? In this consultative selling video mini-course I created through my sales coaching and business development coaching company, I explain the basics of consultative selling and a model for approaching the sales meeting. Even if [...]

  • client development golden geese

Transform your sales in 90 days

Sales training is important in developing sales teams but there are often other issues that can have a faster impact on sales growth and a larger return on investment. Indeed, with the five areas that I discuss below, each will amplify the likely returns from any future investment in sales training: These areas are more to do with the approach to sales rather than selling techniques and are written, mainly, [...]

  • art181

Making the most of sales meetings

Craig Goldblatt is an international speaker, trainer, and coach on sales and in this interview he shows us the right way to approach our sales meetings to maximise the chances of making a sale. A major part of this recording is how to prepare for sales meetings. You have spent a lot of time and effort generating and qualifying a sales lead. The next stage is to meet the prospect [...]

  • client development golden geese

The process of selling

Understanding sales process is critically important if you want to be in control of your sales. There seems to be a lot of mistique that surrounds sales process and yet it is all very simple when you strip it back to its basics. This is a professional recording of me being interviewed by Chantal Cooke of Passion for the Planet radio. During this interview I am explaining to Chantal how [...]

  • A magnifying glass hovering over several copies of the word features and finding the word benefits to illustrate the difference between selling based on a feature and a benefit to convince a customer to buy

There is more to sales messaging than features and benefits

When engaging in sales activity it’s easy to assume that clients and prospects understand what we’re talking about. We are taught that if we just stop talking about features and start talking about benefits then everything will go swimmingly, right? Well actually it’s wrong. Talking about benefits is a good start but that doesn’t mean our clients and prospects will actually understand what we are saying! The following are 5 [...]

  • Magnified illustration with the word Questions on white background.

There is more to consultative selling than questioning skills

Many people tend to think about consultative selling in terms of questioning skills. There is no doubt that questioning is a key part of consultative selling but there is a bit more to consultative selling than that. In this article I am going to take a step back, get back to basics, and answer the fundamental question – What is consultative selling? To truely understand consultative selling we need to [...]

  • client development golden geese

Open and closed questions: The truth revealed

One of the areas of sales that cause confusion, even amongst seasoned sales professionals, is the difference between open and closed questions. The answer is easier than you think! It is not helped by the over-simplistic way in which sales questioning techniques are often taught. The emphasis is often placed on the question and what types of words fit the type of question. That’s questioning 101 and won’t get you [...]

  • client development golden geese

How you respond to email enquiries can significantly impact sales

Email is an incredibly powerful business tool and it’s hard to remember how business used to function in the days before email took off. I don’t know about you, but I still get really excited each time I get an email enquiry. How you respond to email enquiries, however, could make the difference between winning a new client and putting more money into your bank than normal and….err….not! The normal [...]

  • client development golden geese

Stop pushing and start pulling!

There are two fundamental philosophies in selling. There’s push selling and there’s pull selling. If you hate selling and want to make it easier on yourself then you should definitely be pull selling. Push selling is where you decide what the customer wants and then you persuade them to buy it. Pull selling is where you find out what the customer wants to buy and you sell it to them. [...]