To succeed requires development in 6 key areas.

Salespeople often make (and repeat) common mistakes which cost them sales.

Salespeople sell most effectively when they understand their immediate environment.

Selling involves verbal and written communication. Use of the right language is crucial.

The essentials of a capital equipment sales model are embodied in the four keys of Objective Based Selling.

Open-ended questions are the most powerful tool available to the material handling salesperson.

Despite much of the depersonalising processes of the business world (voice mail, email, restricted access, websites, formal criteria, budgeting processes, national agreements) in significant material handling purchases, people still buy from people.

The task of cold calling in business development, is probably the most difficult and uncomfortable for most people.

Four recommendations that will guarantee you increase your cold call to appointment conversion rate.

For your first scheduled client meeting, always be over prepared, so do pre- meeting research.

Almost all significant sales of material handling equipment (MHE) and services are ultimately actualised on the basis of a written proposal.

Some recent data concluded that up to 75% of formal sales presentations lead prospects to feel the salesperson didn’t understand their needs.

“Closing the sale” techniques are taught in many sales seminars, online, in tapes, books and coaching sessions.

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