Category Archives: Selling Skills

Last week whilst conducting a sales strategy and planning workshop to teach selling skills for a multinational chemical company, George, the National Sales Manager asked me a question that I am often asked in my role as a sales strategist. “Ian,” he asked me during a coffee break,” In your experience in working with a vast range of selling organizations, why is it that most people fail at selling?” This is a question that plagues many a thinking sales leader. Is it a question of fit (product or company)? Is it that some people are just not cut out for … Read more

The Simple Sales Secret and the day I really GOT IT! Today I really and truly “got it!” There is a single natural sales approach that all sales greats and great marketers get instinctively. Its’ what makes them so good. It’s what gives them their edge. This one instinctive and in many cases totally unconscious selling method is what all too often separates the good from the great. I can give you the secret in one quick sentence. You and your people probably already know what it is and yet it as Stephen Covey observed in in his bestselling book, … Read more

Why Don’t We Implement What We Learn? • So why is it that we don’t implement good ideas? • Why is it that we will attend a workshop, read a book or an article, listen to an audio series, get inspired to change, and yet not implement what we learn? • What stops us from applying methods and processes that would increase, our sales, especially when we need to capture all we can?

Sales Skills – The Simple Sales Secret That Removes the Stress of Selling Today I really and truly “got it!” There is a single natural sales approach that all sales greats and great marketers get instinctively. Its’s what makes them so good. It’s one of the primary sales skills gives them their edge. This one instinctive and in many cases totally unconscious selling method is what all too often separates the good from the great. I can give you the secret in one quick sentence. You and your people probably already know what it is and yet it as Stephen … Read more

Sales Techniques: Would you like to know what your prospects are thinking? One of the best sales techniques is being able to figure out what’s going on in the head and more importantly in the hearts of your prospects and customers. As a strategic sales coach I am constantly on the lookout for tools and strategies to help my clients close more sales quicker. Well….I recently came across this this really cool (free) video that shows you how to use internet tools to get behind your customers and prospects eyeballs and into their heads. The more you can understand what’s … Read more

The Keys To The C-Suite What would the impact be on your business if your sales people could all converse appropriately with the members of the C-suite? How many more sales could your sales team make if they truly understood how the products and services affect the financials of your prospects? Imagine your sales people easily gaining access to the CFO or CEO to present your value proposition? Selling to C-Suite Executives is different than selling to middle management. When you listen to this podcast interview I conducted with Gordon Cousins, the CEO of  an international business simulation training organization, … Read more