Sellers should be either actively accessing all involved parties from the buying organisation or demonstrating added value to them. If not, they are losing out on the chance to acquire vital new data and build unanimity.

Reaching the end game of a sale – the negotiation stage - is more difficult than ever for sellers in the current climate. If care is not taken, the desire to get there faster can overtake other factors such as pricing.

Developments in how companies, business buyers, and everyday consumers arrive at their purchase decisions have forced sales organisations to reevaluate how they prepare and communicate with customers and prospects.

People contact customer services when they are in need of assistance. More often than not, there is an issue that needs resolution and customers can be irritated before they even speak with a customer service agent.

Effective selling frequently needs more than just the hard work of the seller. To make sure that solutions and resources are harmonised with the buyer’s requirements, and there is smooth in-house supervision of resources

Sellers need to add value with the use of insight based selling, encouraging customers to think about their business requirements and challenges in a fresh way.

Most sales companies devote a considerable amount of time and effort to create tactics to be better than their competitors. In reality, more often than not, the biggest hurdle the sellers need to overcome is the status quo – or lack of final decisions.

Your top customers have earned the right to expect additional value from you, and that means having an in-depth comprehension of their ever-changing needs and a mentality of wanting to help them flourish.

Prospecting is a dialogue driven, requirement and added-value based method of driving new business opportunities with current or potential customers. Turnkey Solutions Ltd’s Prospecting Training Course provides a detailed examination of the key fundamentals needed to reach new customers.

In today’s pressurised sales environment, not much is more valuable to sellers than time. Making effective use of the time available can make the difference between a successful seller and a failed seller – even if both are equally skilled and experienced.

Turnkey Solutions Ltd’s Sales Network Training Course demonstrates to sellers how to put a structure in place for business networking to make sure that they always make the most of opportunities interacting with potential contacts

A well trained and talented seller can use the art of storytelling to further the conversation with the buyer, leading to motivating a decision by the customer to take action.

Massive progress in technology has afforded customers the ability to look on the internet and research their options instantly and without the need for a salesperson to assist them.

Computerised internal sales applications have massively increased efficiencies for sales teams. These cost-effective solutions are making it possible to touch more customers without face-to-face meetings or having to travel.

Industry research indicates that only ten per cent of all meetings with sellers give company executives a feeling of having gained value. This figure should send a chill down the spine of all sellers.