Sales Process

Consultative selling vs solution selling

Many salespeople seem to believe that consultative selling and solution selling are the same thing. They’re right––to a point. But there’s a lot more to it than that. Here’s why. What is solution selling? Solution selling is, as its name suggests, focused on finding out what a customer’s needs are, then selling them a solution, in [...]

By |2019-01-16T17:13:32+00:00June 18th, 2019|Categories: Personal Development, Sales, Sales Process|

Consultative selling vs value based selling

Is it time for value-based selling to bow its head to consultative? For the third round of our sales strategy showdown, we’re examining the merits of value-based selling and how it compares to the consultative approach. What is value-based selling? Value-based selling focuses on highlighting the measurable business values a product or service will bring to [...]

By |2019-01-16T17:14:25+00:00June 4th, 2019|Categories: Personal Development, Sales, Sales Process|

The 7 best questions to reveal your client’s needs

If you’re looking to start selling consultatively, you’ll need to master the art of Socratic questioning. If you’re stumped on what questions to ask clients and how to structure your approach to uncover their problems, look no further. Here’s what you need to know. But first, what makes a “great question” in consultative selling? The goal [...]

By |2019-01-16T17:15:52+00:00May 2nd, 2019|Categories: Personal Development, Sales, Sales Process|

Want laser-focused sales growth? It starts with a sales analysis

Imagine you’re ill. Not the head-cold kind of ill, but the chest-pain kind. You go to the doctor, who immediately schedules you for open heart surgery that afternoon. Following doctor’s orders, you go, get sedated and allow a surgeon to investigate your vital inner workings. The diagnosis? Indigestion! You’ve just wasted however many thousands of dollars [...]

By |2019-01-16T17:16:58+00:00April 15th, 2019|Categories: Sales, Sales Process, Sales Targets|

How to develop a sales process: 4 steps you need to know

The sales process is the epicentre of everything in sales—getting it wrong can send shockwaves through your business. A lack of process means salespeople constantly wing it, sales cycles linger on for what seems like forever, and sales leaders are left frustrated and unable to manage their teams. All this translates to inconsistent sales results, a [...]

By |2019-01-16T17:17:53+00:00April 2nd, 2019|Categories: Personal Development, Sales, Sales Process|

KPIs and sales systems: the essential tools for effective selling

As the founder of modern management, Peter Drucker, once said, “What gets measured gets improved.” Without a set of sales KPIs and an effective system to track and monitor them, a sales team is operating without knowing where the goal posts are. It’s a recipe for inconsistent results. The lack of clarity affects all levels of a [...]

By |2019-01-16T17:18:36+00:00March 19th, 2019|Categories: Sales, Sales Process, Sales Targets|

Why customer service training is crucial for fuelling sales

In most organisations, the customer service department and the sales team are two separate entities. But in actual fact, they should be treated as part of a customer cycle, and not be divided in their purpose or function. Why? Because together there is a greater capacity to fuel sales even further, and this is a key [...]

Santa CEO – The 2018 Ventas Christmas Ad [Video]

The 2018 Ventas Christmas Ad - Santa, CEO Forget Elton John, Kevin the Carrot, singing delivery boxes or traveling teddy bears... we got the man himself, Santa (well, some of his understudies), the only person on the planet who doesn't need to work on their business next year.

Want the best sales process? Start with a solid strategic foundation

A sales department is the engine of your business. As a sum of interlocking and connected parts, if something goes amiss it stops operating at full strength (or just ceases altogether). That's why it needs a solid system to run off – your sales process. To keep ahead of the game, you need a solid, strategic [...]

By |2018-10-26T12:34:01+00:00December 3rd, 2018|Categories: Company News, Sales, Sales People, Sales Performance, Sales Process, Sales Training|

Why sales recruitment is a science, not a challenge

In 2014, Hot Springs Spas blew their annual sales records out of the water. Until then, the highest number of units sold in a year had been 109. In 2014, three of the company’s new recruits sold 153, 126 and 103 units respectively, with very little tenure in the business. Why the sudden and dramatic increase in sales? [...]

Free Stuff!

The 9-step Pathway to Transformational Sales Results

The 9-step Pathway to Transformational Sales Results

10 Steps to a Successful Sales Recruitment Process

10 Steps to a Successful Sales Recruitment Process

6 Strategies to Make Sales Training Stick

Six Strategies to Make Sales Training Stick

The Sales Coaching Handbook

The Sales Coaching Handbook