by David Cottrell | 16 Jan 2023 | Customer Satisfaction, Questioning Skills, Sales Skills
Value Proposition Design is critical for all customer-facing teams if they want to stay ahead of the competition. It’s fairly obvious that a sellers products and services play a critical part of that proposition but do you understand the pains endured by the...
by David Cottrell | 13 Apr 2022 | Negotiation, News, Questioning Skills, Sales Skills
Value Selling Even with inflation at 7% it is still necessary to justify price increases to clients. Every member of your sales team has to communicate the value your products/services create for clients. Underselling should be treated as a criminal offence!...
by David Cottrell | 28 Mar 2022 | Negotiation, News, Questioning Skills, Sales Skills
Advancing Customer Relationships: A one-off order is good but repeat business is better! Getting a customer to place regular orders requires your sales teams to build relationships with the key stakeholders in their organisations. This is easier said than done....
by David Cottrell | 18 Mar 2021 | Negotiation, News, Questioning Skills, Sales Skills
“I haven’t made a sales visit in over a year”. “I was furloughed for 8 months and have just been dropped back into the team. I’m really nervous about messing up” Just how ring rusty are the people in your sales team? Please follow this link to read my article on the...
by David Cottrell | 26 Apr 2016 | Leadership, Negotiation, News, Questioning Skills
The NHS and Junior Doctors are in Deadlock over the new work contract that is now being enforced upon workers. According to the Health Secretary, Jeremy Hunt there have been 75 meeting between the parties in order to solve the deadlock without success. Deadlocks occur...
by David Cottrell | 23 Apr 2014 | News, Questioning Skills, Sales Skills
How will you know what your customer is looking for if you don’t ask them questions? Questioning Skills are critical for top-performing salespeople. There are 3 types of question: 1. The Open Question: “How do you feel about…?” “What is...
