Selling Skills

Key guidelines for Negotiations in Sales

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Rule of thumb for Negotiations in Sales

Sales managers are regularly looking for negotiation skills training for their salespeople. However, digging into their team’s situation and development priorities, it is quite clear, 90% of the time, that their people do not need negotiation skills training, what they really need is consultative solution selling skills training instead.
The reason many sales managers and sales teams find themselves in this situation is they think every time ...

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12 things we’ve learned so far about Selling Better

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My team and I have been studying sales teams, salespeople, sales operating systems, sales strategies, sales processes, and sales cultures across a wide variety of industries in the public and private sectors, N4P and government since 1995 and we have seen and learned a lot of things.

Here are some of what we have learned:

  1. Selling is everybody’s business and everybody lives by selling something
  2. Selling starts with opportunity and purposeful optimism
  3. Selling is the vehicle that allows opportunity to flourish and ...
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7 things you need to know to master the Craft of Selling

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We can agree:

Everybody lives by selling something – whether it be ideas, initiatives, visions, products, services or solutions.

Selling is ubiquitous – ever present in our daily lives, internally and externally. 

Selling is the vehicle that allows opportunity to flourish and people to prosper.

Nothing happens until something gets sold.

However:

As ever present as selling is in our daily lives, most people learn how to sell by default, not design.

Often thrown in the deep end, they work it out as they go, ...

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6 Tips on How to Sell Value and Reposition Price

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One of the most widely reported reasons for a sale to stall is price. Salespeople often get stuck in the price conversation that only leads to the selling organisation discounting their offer, or the prospect going with another provider. But it needn’t be this way.

Clients and prospects get into these conversations because there’s nothing else for them to perceive as value besides the number next to the dollar sign.

The price is an arbitrary figure with no inherent ...

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This tip will help you close more sales

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How many times have we heard about the salesperson who is so excited about their products that they get caught up convincing the client to buy by continuing to list the benefits of their offer and missing the client’s buying signal only to lose the sale?  

The buyer gives the salesperson a clear buying signal like: ‘Where do I sign? When do we start? How many can I get?’ and so on.  And what does the salesperson do? ...

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A new salesperson stereotype

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The typical salesperson stereotype is that of the fast talking, overly confident and ambitious, competitive, win at all costs, know-it-all persona that is often portrayed in the media and business world via films, press, social media, books, articles, and so on.

Many salespeople have never been able to relate to this stereotype and others who don’t consider themselves salespeople but need to sell find this task daunting because they don’t want to have anything to do with that popularised ...

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I’m not a salesperson but I have to sell

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After years of study and polishing technical skills to be a competent professional in a chosen field, it can come as a shock to many people that they need to sell their services and capabilities.

The topic of selling and growing a business doesn’t often feature in university lectures. But in today’s market, a competent selling capability isn’t a nice-to-have add-on, it is an essential business and life skill.

You can no longer rely upon your technical competence alone to ...

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Selling isn’t only for salespeople

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Have you ever tried to persuade someone about the merits of a new idea, service or initiative?

Most sure you have. Countless times.

People do this all the time in our personal, professional and community lives. It is part of being a human.

So how did your efforts go?

Did you get their attention?

Did you convince them to adopt your idea?

Did you both get what you wanted out of the exchange?

Did you feel satisfied that you made a positive impact?

Maybe. Maybe not.

It ...

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Why I want to tell you what to do, but I won’t, even if I know better

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We’ve all been there

How many times do we want to tell our clients what to do?

After only a few sentences uttered by them we, of course, know immediately what their issue is. We’ve seen it 10s or 100s of times before. It seems so obvious to us what they should do.

“If only they would just do this… it would be so much better/ save them so much time/ get them there faster/ make them safer, etc.” I hear ...

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How do we sell in a Circular Economy?

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What is the Circular Economy?

Circular economy is an alternative for the “Take, Make, Consume and Dispose” mindset and business model.

It is easiest to imagine first if we look at the living natural world where there is no landfill, no waste: in this biological cycle things live and die and are recycled and repurposed by nature in a circular manner. There is no waste.

Unlike the human world where we have adopted, for many years as part of the industrial ...

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