When we talk about influencing a customer’s willingness to pay, there’s a step we often overlook—one that’s even more critical: willingness to change. In today’s sales environment, the status quo is often your toughest competitor. Studies suggest that up to 60% of sales opportunities end in no decision. These deals don’t fail because your product isn’t good enough or the …
Why Quality Always Wins In sales, the health of your pipeline often determines the health of your business. But when it comes to building that pipeline, there’s a common debate: should you focus on quantity or quality? While having more opportunities might feel like a great idea, it’s the quality of those opportunities that truly makes the difference between mediocrity …
If you are a Sales Director or a sales professional and you want to improve your sales results, the online Value Sales Mastery programme will show you how. Based on the programme I run face-to-face with clients, it has 18 short modules taking you on each step of the value journey. Let’s face it—hoping your sales team will start closing …
Sales pipelines are often ineffective, filled with opportunities that aren’t going anywhere, no clear follow-ups in place and no real indication of when opportunities will come to fruition. Reviewing sales pipelines is an important task, but what are the steps that need to be taken? Pipeline management plays a critical role in effective sales forecasting. Accurate forecasting depends heavily on …
In my 30+ years in sales training and consultancy, I’ve seen countless professionals struggle with the “value challenge.” To meet the Value Challenge you need to “Understand, communicate and deliver outstanding customer value, and get paid for it!” Many sellers know their product inside and out, but when it comes to articulating its worth, they falter. This often leads to …
In the world of sales, every interaction you have with a potential, or existing, customer counts, One thing that can have a BIG impact on the impression you create is Your TONE! 🎙️ When it comes to building customer relationships, the initial moments are pivotal. Setting the tone can determine how your entire relationship develops. Our tone of voice can …
Value selling in materials testing? In a market that was estimated to be worth US$6.4 billion in 2023, considering value and how it can be delivered has real value! It might not be a topic that grabs the headlines, but it is absolutely essential for success. Trust me, by the end of this read, you’ll understand why Value Selling in …
In sales, success hinges on the ability to persuade and influence potential customers. Understanding the psychology behind decision-making can help you become significantly more effective. Dr. Robert Cialdini, in his book “Influence:The Psychology of Persuasion” identified six key principles of influence that can be harnessed to supercharge your sales efforts. Let’s look at how you can utilise them to drive …
Apathy is alive and well… Extraordinary isn’t it? At a time like this, when sitting back and doing nothing really isn’t an option, how many people are doing exactly that. Sitting back. Hoping things will get better. And they might – but then again, they might not, at least not for a while. Are you still doing the same things you did 6, 12, …