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Tag Archives: gathering information

What Business Acumen do Sales People Need?

June 6, 2013 – 1:57 pm

When people talk about Business Acumen for sales people they tend to cover a wide range of skills, knowledge and behaviours that they would like sales people to demonstrate in front of a customer. Here are some of the areas are commonly bracketed under Business Acumen: Accounts and financial statements Calling high at the C-suite, […]


The Challenger Sale

May 10, 2013 – 6:47 pm

Those of you who follow my work will know that as well as working with my own clients I am a facilitator for CEB’s Challenger program and the various associated workshops for sales managers. Many of you will have seen lots written about The Challenger model and so I thought I would give my perspective […]


Creating meaningful value propositions

February 14, 2012 – 8:13 pm

The first answer to the question “what can sales people do differently” is to educate their buyers, adding value by teaching them something they don’t already know.  This approach takes time, skill and resource, but ultimately is the only way to differentiate themselves from the competition.  To do this, sales people need to be able […]


The changing requirements of the buyer

February 14, 2012 – 8:00 pm

The starting point in the redefining of any customer facing activity should be the customer.  So what has happened to the patterns of buyer behaviour that means we have to review the way we sell to customers? Original sales training was focused on getting sales people to fully understand the features and benefits of their […]


Sales Objections

July 20, 2010 – 3:32 pm

I was running a Resolving Objections workshop a few weeks ago and I always start by getting the group to call out the most common objections they face and I write them on a flipchart to work with later in the day. I always jot down the objections after the workshop and I have noticed […]


Qualification Acronyms – Instant Sales Guides

June 14, 2010 – 11:36 am

Acronyms are excellent ways of remembering a set of ideas, and they are particularly good for sales qualification.  To me, sales qualification is absolutely crucial for any sales person – where are you going to spend your time most effectively, which business can you win and which business should you walk away from? The one […]


The Art of Sales

June 8, 2010 – 12:40 pm

To me, the key skill of a sales person is questioning, being able to get the customer to give you all the information you require to enable you to deliver the order-winning proposal. After all, selling is a game and the gaining of information like searching for all the pieces of the jigsaw puzzle to […]




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