No sales process is perfect. In fact, they aren’t supposed to be. The sales process is a road map that can be followed, marking the milestones that need

I just came across some research that confirmed what many of us in the profession of educating salespeople have known for years: That purchasers would be "much more

Building rapport with customers is like squirting oil into gears. Imagine some gears grinding together. When you squirt lubricating oil into the gears, you reduce the friction and

Sales is, at its most basic level, a relatively simple process. I recall one of my clients showing me the flow-chart of his sales process. Twenty six steps.

"Low price, low price, low price." It’s the mantra that sales people in every industry segment are hearing more these days than ever before. Customers, looking for ways

Are you wasting your customers’ time? In this pressurised, multi-tasking world, where your customers are expected to produce more in less time, they may be growing less eager to

They don’t always say yes! That might be the very first thing you learn as a sales person. As a matter of fact, “No” in all its various

In the last 12 months, only one out of every 20 sales people have spent R200 or more on their own improvement! Incredible. Let me repeat it to

Now that the worst of the recession is behind us, it’s time to think about actually growing the business again.  And that means investing in the improvement of