How to get a "Yes" in sales Nicola Cook, MD of the Shortcuts consultancy company, dealing with leadership and sales, is also the author of a book entitled The Secrets of Success in Selling. She…
When the client is "reviewing other options" "I have had other offers as well." "I would like to browse some more." "I…
How to overcome the initial lack of interest of a client "I am not interested" is a frequent objection that many salespeople do not…
Key accounts are not just ordinary customers. A truly professional B2B…
6 tips for becoming more persuasive Every salesperson should be able to persuade individuals or groups of…
Three gestures to look out for when negotiating Gestures, movements, body postures or facial expressions: these indicators…
Tips on how to make the most of a short meeting with a prospect The first meeting with a client is by far the most important, but there is…
7 basic questions for a needs analysis A needs analysis is the first and most important step towards a successful…
How to treat the modern customer Today´s average customer differs from customers of not long ago: the fast-…
A question for salesmen: Do you talk too much? Too many salespeople assume that the more information they provide the…
The key to success: Learn how to listen better A good salesperson must also be a good listener. The better you listen to…
How to increase the value of your product in the eyes of the prospect An objection to the price of the product is probably the most common…
A step by step guide to the first five minutes with your client You have only one chance to make a first impression. The same goes for the…
