Consultative Selling in Dubai

Posted by on Apr 30, 2012 in Value Based Selling | Comments Off

Mike Willshare and I have just arrived back from 5 days in Dubai, where we presented SERIOUS™ Selling to some of Cisco’s key partners in the region to improve their Consultative Selling Skills. Value and Consultative based selling is key when selling technology so you can demonstrate the value of an investment to your customer’s business. Differentiation is also key, especially if...

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Handling Difficult Sales Objections – Part 4 of 8

Posted by on Apr 30, 2012 in Sales Objections | Comments Off

In this video, Mike Willshare, speaking at the ISSM conference, explains why asking for sales objections from your customer is a great sales technique. It seems wrong for sales people to actually ask for more objections, but here we explain how to do this correctly and some key benefits to you in doing so. It also shows how using this 6 Step Process for Handling Difficult Sales Objections is also...

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Handling Difficult Sales Objections – Part 3 of 8

Posted by on Apr 4, 2012 in Sales Objections | Comments Off

This video is the third part of the training session we ran at the ISMM conference where we were asked to speak on “How to Handle Difficult Objections”. In this video Mike Willshare introduces our 6 step process for handling any Sales Objections easily and systematically.  This is one of our many sales techniques that is proven to make selling easier. After a full overview of the 6...

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Handling Difficult Sales Objections – Part 2 of 8

Posted by on Mar 14, 2012 in Sales Objections, Sales Techniques | Comments Off

This video is the second part of a training session we ran at the ISMM national sales conference where Mike and I were asked to speak on “How to Handle Difficult Objections”. This second video focuses on the benefits of being able to handle sales objections with ease; that’s the benefits to both you and the customer. It also explains why proactively introducing objections can...

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Handling Difficult Sales Objections – Part 1 of 8

Posted by on Mar 6, 2012 in Sales Objections, Sales Training | Comments Off

Recently we were asked to speak at the ISMM’s (Institute of Sales, Marketing and Management) national sales conference in the UK. Our subject was “How to Handle Difficult Sales Objections”. The following video is part 1 of that presentation where we impart some sales training techniques on how the right mindset can make the difference between success and failure. ...

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