Exhibiting at a Trade Show Why in the age of digital marketing and the internet do we need to exhibit at a trade show. Well one simple reason is to get more business, which let’s face it is the objective…
Buying Signal A sales maxim: ‘A buying signal’ is the time to ask for the order. However, what on earth is a buying signal? Well a buying signal is a verbal cue, that a sales prospect will give you to…
How to Price a Quotation How to Price a quotation, is not a blog about pricing strategy or how to arrive at a price, it’s about how to present your price to win the business and avoid negotiation. However, since…
Emotional Intelligence Emotional Intelligence – How it can improve your life in business! Emotional intelligence is the ability to understand and express your own emotions, understand others’ emotions, and use these skills to build professional and personal relationships. Emotional intelligence…
Sales Meeting How to have a successful first encounter in a sales meeting. Having a successful sales meeting can be difficult, there are a few important things to keep in mind when meeting with a customer. 1. Identify the…
Value Proposition What is Value Proposition: The promise of value, which a customer can expect. Many companies struggle with the concept of value proposition and I’m not surprised. Like many concepts in business the phrase has become overused and as…
Sell Me This Pen – That’s a line in The Wolf of Wall Street that has many veteran and successful sales people doubting their status, as they grapple with “How Would I Sell This Pen?” If you’ve seen the movie,…
Sales Forecasting Whether you’re a micro business, SME and especially if you’re part of a large sales team knowing what sales will close and which ones won’t, is all important. The sales person really has nowhere to hide, if you…
Dealmaking – The Importance of Dealmaking for Corporate Growth The Cambridge Business English Dictionary defines dealmaking as “The activity of making business agreements or arrangements”. 2015-16 was a record year for global corporate deals as nearly US$5 trillion worth…
How to Start a Sales Call on the Phone? How to Start a Sales Call on the Phone? In this day and age is there a need to sell over the phone? Oddly, still to this day, people buy from…
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