Objections…obstacles or opportunity?

Objections…obstacles or opportunity? “We are going to talk about objections. The death knell of the amateur and the opportunity of the professional. You see, objections are good, not bad. If you don’t get objections during the process of making a presentation, I’ll make you an absolute promise, you’re not going to make the sale. I…

8 Essential Traits of Great Negotiators

8 Essential Traits of Great Negotiators So what is negotiation? Negotiation is a dialogue between two or more people or parties intended to reach a beneficial outcome over one or more issues where a conflict exists with respect to at least one of these issues. This beneficial outcome can be for all parties involved or…

Professionalism in Closing Sales

Closing Sales…The Closing Instinct Highly successful salespeople have enormous conviction in their own success and always dwell on what they did right. They are positive thinkers. They are very competitive and have the entire sales process turned into reflex actions. Professional salespeople use a practised, drilled and rehearsed presentation process for maximum effectiveness and positive…

7 Benefits of Sales Winning Product Knowledge

7 Benefits of Sales Winning Product Knowledge Douglas Edwards, the God Father of modern day sales trainers said …”The common denominator between all forms of selling is the People Business.” To succeed in the people business you need a number of skills. Most importantly, the skill of knowledge. You can’t sell something if you don’t…

Power Words

Arguably, one of the world’s greatest ever sales trainers, the late J. Douglas Edwards said “Nobody wants to buy anything, they have already bought too much, haven’t they?” Whether you know it or not, in the process of talking to the person you are trying to persuade to buy your product or service, you use…