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“Its too expensive”

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Ever heard that objection? Only once or twice... A day! When you get the “It is too expensive” objection what is the customer thinking? I know that sounds obvious but give it some thought.  He may be thinking "I ha...

Test your sales attitude

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Developing the skills to sell is easy. There are many great sales trainers, books, training courses, DVDs and sales coaching websites that will give you the skills. The hard part about becoming a great salesperson is ...

A Dozen things we should know

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(Taken from Dynamic Dozen Sales Strategy by Richard Mulvey) Before we make contact with the customer to let them know we would like to offer them our products we have to do the ‘hard yards’. There are a dozen quest...

The best script for making an appointment

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By Richard Mulvey I came across a very good script some years ago, that will help you make that appointment. This is not my script, although I have changed it a little to make it work here in South Africa. This scrip...

Pain or Pleasure

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By Eberhard Niklaus Eberhard will be speaking at the August Power Series Business Breakfast on Power Sales Motivation Pain or pleasure, sir? And you, madam? The successful man advises his audience to read a speci...

Reframing Failure

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By Charlotte Kemp   Charlotte will be speaking at the August Power Series Business Breakfast on Power Sales Motivation No one likes failure. I understand that. But since it is inevitable, it is worth findi...

The Power of Differentiation

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By Richard Mulvey Richard will be speaking at the July 2015 Power Series Breakfast on Selling at your Higher Price. How do we compete when the competitor has a cheaper price for the same product? This is a quest...

Handling Objections

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By Jacques de Villiers Jacques will be speaking at the April 2015 Power Series Breakfast on The Power Close I read an article in the Harvard Business Review that quoted researchers Lynette Ryals and Iain Davies....

Ban Assumptions

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By Paul du Toit Paul will be speaking at the March 2015 Power Series Breakfast on Exceptional Customer Service. There are few greater barriers to customer satisfaction than unmet expectations. These could be as ...

A Day with a Sales Rep

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By Richard Mulvey A few weeks ago I was asked to go out with a sales rep doing a day of "ride-along" coaching. This is not my usual way of helping sales people improve their skills, I much prefer an audience or gro...