The Sales Japan Series

Presenting Manufactured Products

Industrial products are rarely sexy.  They tend to be very technical, specification heavy and chunky.  They are normally being presented in a catalogue of products.…

How To Use Sales Progression Bridges With Clients

We have a defined sales cycle in our interactions with our clients.  We build the trust, ask the key questions to understand need, present the solu…

The Mental Game Of Sales

There are two players in this mental game of sales.  The buyer and the seller and they are playing with entirely different strategies.  For the buyer, the idea of a salespe…

Keep Selling After The Sale

The sales agreement is followed by the delivery of the product or service.  In some cases they are immediate and in others there is a time delay.  It is often the case t…

Be Careful Of Friendly Fire When Selling

Sales is usually a solitary life.  You head off to meet customers all day.  Your occasional return to the office is to restock materials or complete some pr…

Storytelling In Sales For Fun And Profit

Salespeople are brilliant on telling the client the detail of the product or service. When you think about how we train salespeople, that is a very natural …

Customer Service: Problems and Solutions

Things go wrong.  Deliveries don’t turn up or are incorrect.  Dates and deadlines are missed.  The quality promised doesn’t eventuate or live up to the prom…

Why Everyone Hates Salespeople

We don’t deserve it, well most of us don’t deserve it, but there is a very strong negative perception of salespeople.  Pushy salespeople, dishonest salespeople, bait …

Why Japanese Salespeople Won’t Question The Buyer

Consultative selling, value selling, insight selling, etc., all rely on one crucial factor to be successful. That is the use of questions to get en…

What To Do When You Screw Up The Delivery

Sales is the front of house part of business but often the delivery of the product or service is done by someone else.   They say that the real measure of …

Attribute Selling For Salespeople

We all know that selling ourselves is the first key sale we have to make in order for the client to buy our services or products.  How do we do that without being …

Emotional Selling

“We buy based on emotion and justify with logic”.  We have probably all heard that before, but when we are selling what do we do about it in practice?  Actually, we spend the vast…

Product Knowledge In Sales

It is an obvious thing that we need good knowledge of our product to instill confidence in the buyer, underlining that we are a reliable partner.  We need extensive produ…

Taking A Hit On The Price

We all hate having to take a hit on pricing.  We establish a price based on the value we provide.  Clients however can take no great notice of that and just plunge right i…

Helpful Selling

As salespeople, we can become very focused and tunnel vision like, when it cones to dealing with our clients.  This is especially the case when they are existing clients.  We get in…

Breaking Into The Mind Of The Buyer

Life is busy, busy today. Communications has sped up business to an extent unthinkable even ten years ago.  Every company is a publisher now, due to social media…

Saying “No” To Buyers

Normally, as the seller, we are getting told “no” in sales, rather than the other way around.  When salespeople become desperate to hit their numbers, they start to do crazy t…

Three Keys For Sales Success

Know, like and trust are critical components for success in business.   The “know” bit hopefully is being taken care of by your marketing efforts and your personal bran…

How To Deal With The Dog Days Of Sales

Nothing goes in a straight line in sales, does it.  That order we received gets canceled, suddenly, inexplicably and mercilessly. The client disappears from t…

"Your Price Is Too High" - Your Reply Is?

When your client hits you with 'your price is too high" what do you say? Are you flustered, wondering how to reply?  Is your brain freaking out, as you fla…