Blog - Sales techniques and processes

There is the perception that upselling and cross-selling are underhanded selling techniques and that they only favour the seller. However, on the contrary, these two techniques can build stronger customer relationships and result in a win-win situation for both the…

Many companies see their competitors as enemies. But you know what they say about keeping your enemies closer than your friends – looking towards your competitors for inspiration can be much more productive than fighting against them. Keeping an eye…

Customer referrals are essential to help a business grow. It reduces customer acquisition costs as well as retains customers for longer. Also, a prospective customer is more likely to give a product a chance when someone they trust vouches for…

There is a misconception around the word “negotiation”. A lot of salespeople think of it as a power struggle wherein they should come out on top. Instead, it should be seen as a discussion between two people in order to…

Think creativity doesn’t belong in a business environment? Think again. Researchers have proven time and again that creativity has a positive effect on workplace performance. It also helps businesses adapt more easily to rapidly shifting markets and fickle customers. A…

Decision making can be a daunting task when you’re in a position of power, especially when you are aware that your decisions will affect many people and influence the future of your company or a project. Decision making should be…

The Pareto Principle may not sound familiar, but it is in fact a very valuable tool in the business world. In 1906 Vilfredo Pareto, an Italian economist, concluded that 80% of the land in Italy was owned by only 20%…

Most people use PowerPoint as their main method of creating a sales presentation. However, we have all seen some dodgy slideshows that catch the attention of clients for all the wrong reasons. Some people might think the content is what…

You and your sales team can’t be everywhere at all times. This is one of the many reasons why sales territory management is so important. Our previous article on sales territory management explains the significance of implementing this strategy. This…

The majority of communication is non-verbal. The most-quoted statistic is that 93% of all communication consists of gestures, facial expressions, posture and vocal tone, while only 7% of messages are conveyed through words. There is no doubt that non-verbal communication…