The Playbook
Sales methods. Lasting principles.
There is more to consultative selling than questioning skills
Consultative selling is not a list of clever questions. It is a way of approaching the whole meeting: understand the client's world first, then shape a solution together.
Consultative Selling · 2016
02Sales Terminology: Sales Process
If you can describe how to make a perfect cup of tea, you can describe a sales process: clear steps, in order, each one measurable.
Sales Process · 2016
03Sales Terminology: Sales Pipeline
Think of a pipeline feeding a fountain. Unless it is full at all times, there is no display.
Sales Process · 2016
043 soft selling techniques for handling price objections
Price objections usually mean value has not been established. Go back to the problem, not the discount.
Handling Objections · 2013
055 essential closing techniques for people who hate being pushy
Good closing is the natural end of a good process. If the earlier steps are done well, asking for the business feels easy.
Closing Sales · 2015
067 habits of highly effective cold calling
Effective cold callers prepare, keep a rhythm, and treat every call as a short, useful conversation rather than a pitch.
Cold Calling · 2015
075 important consultative selling questions
The right questions uncover motivation, priorities and the real decision process.
Questions · 2015
085 mistakes people make when writing sales proposals
Proposals fail when they talk about the seller, surprise the buyer, or arrive before agreement.
Proposals · 2014
097 strategies for simplifying selling
Selling becomes easier when you focus on fewer, better prospects and a repeatable approach.
Sales Process · 2012
10Boost your sales by packaging your services
Packaged services are easier to understand, easier to buy and easier to sell.
Sales Messaging · 2015
11How to develop a killer elevator pitch
Say clearly what you do in 15 words or less, in a way people remember.
Business Networking · 2016
12Client development: start small and grow
Win a small piece of work, deliver brilliantly, then expand. Trust compounds.
Client Development · 2015