Don’t underestimate the power of listening and communication in sales; they are the foundations on which success is built.

Showcase the value of asking open-ended questions by playing the game 20 Questions with your clients. Play it the right way, then let the client ask you directly what you’re thinking of. Shorten the process to everyone’s benefit.

Closing B2B sales starts with the early stages of the sales process. Here are 3 steps that increase the closing rate with less effort.

Learn how to differentiate yourself through your sales prospection approach and learn to gain a greater trust from your customers and discard competition

We have compiled the articles that have been the most popular among our readers this year. Read about sales management, sales coaching, and social selling.

Representatives often do not have the required skills or know how to negotiate well. Here is how to proceed during a consultative sale.

It is necessary to know when to use transactional selling rather than consultative selling, because there’s a difference of investment and effort required.

Large sales opportunities can be very attractive, but don’t let them spin you off your wheels. Variety is key to reaching your objectives and not caring.

Resist the urge to send out an early proposal by halting a prospect who’s trying to fast track the process. Proposing should remain at the end of the sales process, when the prospect and rep have a clear grasp of the situation.

The trick to get out of a pricing conversation, or how not to get stuck in one, is using consultative and value selling. With open-ended questions, reveal the client’s compelling reasons to buy. Focus on value, not price!

Sales has radically changed since 2008. Consultative selling helps salespeople succeed in this new environment. Discover what is and isn’t consultative selling, what are the skills required and why so few salespeople can actually do it.

Sales objections aren’t obstacles, they’re really just an opportunity to ask more questions. Learn how to efficiently handle most common objections in B2B.

Artificial intelligence will become more and more important in sales processes. AI helps salespeople concentrate their time and energy in being more consultative. Reps and sales managers must be prepared for this new reality, by mastering consultative selling.

Consultative selling requires that representatives ask lots of questions, but they should ask the right ones. How can you be sure you’re asking great questions?

Are you looking for the one big argument to resolve the objections you face? Let’s get something straight. There aren’t any! Instead, when handling objections in sales, follow this simple 2-step process…

Profit don’t always match the expectations of leaders. Sometimes they are below expectations, and sometimes above. Do you ever wonder why your business is losing money? Why can’t management process can’t better predict results?

Predicting the next 18 month is enough of a challenge. So how do you build a succession plan that will increase your EBITDA? Read the full article now!