Archives for November 2015
What is Value-Added Selling
November 29, 2015
WHAT IS VALUE-ADDED SELLING? Almost every business claims to have better people, better service, and more technical expertise than all their competitors. The trouble is their competitors often say the same thing. And they all can’t be right. This factor then becomes even more muddied when you ask salespeople what they believe value-added to be. […]
Why is Value Based Selling Important?
November 29, 2015
Why is VALUE BASED Selling Important? In today’s modern world of selling, the process of selling can be best described as gravitating towards definite forms of segmentation based on clearly defined levels compartmentalisation. Never before has the salesperson been faced with choices as to whether they should sell in retail, which can be anything to […]
Needs or Wants Selling – Which do People Buy on?
November 24, 2015
NEEDS OR WANTS SELLING – WHICH DO PEOPLE BUY ON? Extracted from the book “Over 50 Ways of Closing the Sale” by Peter Collins Do people buy on the basis of needs or do they buy on the basis of wants? Think about it carefully – in your opinion, what motivates people to buy […]
6 Sales Tips to Sell More
November 22, 2015
6 Sales Tips to Sell More “What can I do to ensure that every call I make becomes the one that didn’t get away?” This is a question I have been asked to answer more than any other. There are possibly countless ways this question can be answered, but I suppose I’ve now had decades […]
Understanding Closing the Sale
November 2, 2015
Understanding Closing the Sale Allow me to introduce you to why I feel the art of professional closing so vitally needed, especially by today’s better trained and more informed and professional salespeople. These are also the same salespeople who have to deal with the most educated sales prospects in the history of selling, either in […]
