If you know nothing about the project or the people involved, what makes you think you can win their business? If you have attended one of our workshops or seminars, been coached by me or have read this blog every now and again over the last two and a half years, you will know my [...]

Filed under: High value selling, Miscellaneous, Qualification | No Comments »

How do you work out where you spend your sales time? Are you working hard on deals that close, or do you find yourself chasing too many opportunities that never quite cross the finish line? I believe qualification, whilst being one of the core skills needed to really succeed in sales, doesn’t always get the attention it [...]

Filed under: High value selling, planning, Qualification, Richard Lane | No Comments »

Does this seem familiar?  There are times when you feel you have everything in place for a great sale. Your Prospect has confirmed the value of your solution, is comfortable with the anticipated return on investment predictions and has confirmed how excited they are to be working with you. Why then does the deal never [...]

Filed under: High value selling, negotiation, Qualification | 1 Comment »

Listen to this (unedited) recording of a webinar on ‘Trigger Event Selling’ with guest presenter Craig Elias of Shift Selling Inc.  This online presentation is hosted by Engleby Associates as part of the Selling at a Higher Level blended sales training programme and is the third in a series of insightful presentations designed to help [...]

Filed under: High value selling, planning, Podcasts, Prospecting, Qualification, Sales 2.0 | No Comments »

I conduct lots of sales coaching sessions with different individuals.  It is often the case that time is spent reviewing and qualifying their biggest and brightest opportunities.  What is interesting is that the level of questioning undertaken with the customer is often at what I would call Level 1.  It needs to be deeper. Asking [...]

Filed under: High value selling, Qualification | No Comments »