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 | Customer Satisfaction, Negotiation, News, Sales Skills
Selling to Buyers – a look into the mind of the buyer WHO WILL BENEFIT FROM THIS SEMINAR? Selling to Buyers: This seminar will be beneficial to individuals or teams working in all levels of sales and who wish to understand the buyers’ perspective and tools they use....
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 | 21 Dec 2015 | News, Sales Skills
A baton. For a salesperson? But you wanted a new light sabre? Sorry, it’s time to grow up. “But it’s just a stick” I hear you say. Correct but it’s what any top salesperson needs if they are to do their job properly. Salespeople hold a...
by David Cottrell | 14 Dec 2015 | News, Sales Skills
Relationship. Understanding where your relationship is, is essential before you can plan to make changes. Here are important guidelines on the 5 levels of trust and commitment: Level 1 Products & Services Your customers treats the relationship as purely...
by David Cottrell | 7 Dec 2015 | News, Sales Skills
Do you play chess? How many moves do you plan ahead in your games? How many moves ahead do you think a Grandmaster plans? They have the entire game worked out before the first piece is moved. This is what we have to do to reach the level of Sales Grandmaster. Think...
by David Cottrell | 2 Dec 2015 | News, Sales Skills
Intangible: “Unable to be touched; not having a physical presence”. Good luck with selling something that can’t be touched and without a physical presence! We should have opted to work in Procurement because it’s far easier than selling!...
by David Cottrell | 16 Nov 2015 | Negotiation, News, Sales Skills
Making a presentation or issuing a report in order to win a client? Make these 8 simple steps your priority to success: Aim – State clearly the objective of your report or presentation Position – Your understanding of the current situation at the...
by David Cottrell | 3 Nov 2015 | News, Sales Skills
We had a new roof fitted to our conservatory in the Spring. I’m informed by the salesman of the company that fitted it that we should now call it an orangery. Pretentious, moi? I hear a chorus of “why is this of interest to me?” Well, stick with it....
