Sales techniques and negotiations

A successful sales process looks at the customer and what they want, rather than just what kind of product or service you're trying to sell.

Sweaty man in a suit holding a phone in the air while currently on a cold call
Article

Does cold-calling bring you out in a cold sweat?

宝贝求我我就停下来,你快一点好不好我快要到了 Many people hate cold calling, but sometimes there is no alternative when you need to attract new customers. Expert Andy Preston provides advice.

Woman wearing a disguise next to a clothes rail trying to overcome buyers' fears
Article

How to overcome buyers' fears

The buying process is hindered by fears and doubts. It’s up to the salesperson to allay the buyer’s fears. Grant Leboff explains how you can do it.

Worried sales man
Article

No more fears - selling made easy

宝贝求我我就停下来,你快一点好不好我快要到了 What makes a great salesperson? One thing's for sure, it's not about having the gift of the gab. Two top sales gurus reveal the secret to selling.

Businessman in a dark blue suite offering is hand out for a handshake
Article

Ten ways to approach new customers

宝贝求我我就停下来,你快一点好不好我快要到了 Ten suggestions on how to approach new customers, from advertising to networking and mailshots, with advice on how to go about each technique.

Selling in a nice way
Article

Selling the benefits

Successful selling means showing customers how your product meets their needs. Highlight its benefits rather than just describing it.

A small dog sitting on a front door mat with writing on it saying welcome
Article

How to win back old customers

Keeping sales flowing is a big challenge when people are spending less. Rather than chasing new customers, it can be economical to revisit old leads.

Happy middle class women with bags of shopping leaving a posh retail store
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Marketing to older consumers

宝贝求我我就停下来,你快一点好不好我快要到了 This huge and lucrative market is no niche - it encompasses consumers from all walks of life who just happen to be over a certain age.

Closing a sale
Article

Q&A: Closing a sale

Sales expert Ian Cochrane explains how to recognise buying signals, overcome objections and close a deal when selling to customers face-to-face.

Buy 1 get 1 free sign
Article

Sales promotion

Sales promotion aims to provide a short-term boost to sales. While a price cut is one option, we look at alternatives that are more cost-effective.

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Seven ways to improve your sales proposals

宝贝求我我就停下来,你快一点好不好我快要到了 Andy Bounds offers seven ways to make your proposal more persuasive - and speed up the writing process.

Article

The secret to making more sales

宝贝求我我就停下来,你快一点好不好我快要到了 Selling does not have to be a one-way communication, says sales expert Andy Bounds; it should be about agreeing a joint way forward.

'SALES LEADS' printed on a wooden arrow pointing right
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Why you must follow up leads

宝贝求我我就停下来,你快一点好不好我快要到了 Research reveals that 80 per cent of non-routine sales occur only after at least five follow-ups, so the 8 per cent who persevere will succeed.

Woman holding her credit card in one hand and her phone in the other hand
Article

Four golden rules for making the sale easy

宝贝求我我就停下来,你快一点好不好我快要到了 When a customer wants to buy from you, make it easy for them to complete the purchase. But are things really that simple?

Four bottles of expensive red wine resting in a wooden crate with hay
Article

How do you market an expensive item?

宝贝求我我就停下来,你快一点好不好我快要到了 There are no quick tricks when it comes to selling expensive products. But with the right marketing you could seriously improve your sales.

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Article

Keep profitable customers coming back for more

宝贝求我我就停下来,你快一点好不好我快要到了 Many firms don't know who their most profitable customers are or how to retain them. In difficult times, customer loyalty may be your greatest weapon.

Two men in suits sat at a table negotiating a sale together
FAQs

Negotiating a sale FAQs

The key to successful negotiation is to understand your customers. The more you know about them, the stronger your position will be. Read these FAQs.

FAQs

Selling technique FAQs

12 FAQs on sales technique, including which customers to concentrate on, when the best time is to make a sales approach and how to close a deal.

Article

Selling to big business

Winning a contract to sell to a big company can be just what your business needs, but getting your foot in the door is hard. Here are some tips.

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Article

Ten tips for approaching cold leads

宝贝求我我就停下来,你快一点好不好我快要到了 Cold leads are difficult to convert into buyers. So how do you approach a cold lead to give yourself the best chance of making a sale?

A couple of businessmen sat down to negotiations
Article

Essential guide to negotiating

宝贝求我我就停下来,你快一点好不好我快要到了 Good negotiation depends on setting clear objectives, including knowing where you will and won't compromise. Our guide to getting the right deal.

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Winning the sale without dropping the price

宝贝求我我就停下来,你快一点好不好我快要到了 When you are selling, how do you handle the objection that you are too expensive? Here are four ways to help you sell without having to cut prices.

Don't compete on price
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Don't compete on price

Competing on price threatens your margins and your reputation. Ben Dyer explains why small business owners should avoid price-cutting.