Sales > Structure Of A Sale
How to discover a prospect's buying system
All buyers have a buying system, even if they don't know it, and you need to align your selling system with your prospect's buying system. Here is how you do that.
By Bruce King
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Structure Of A Sale
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Sales > Structure Of A Sale
How to prepare to sell
In this video, I describe the most important exercise you can possibly do to prepare for any approach to a prospect and a sales meeting.
By Bruce King
Sales > Structure Of A Sale
Why people buy
In this video you'll discover my favourite definition of selling, how it helps you to exploit the emotional reasons to buy, and what changes you may have to make in your approach to your prospects.
By Bruce King
Sales > Structure Of A Sale
Questioning skills 1 - Facts questions
There are four types of questions I ask during a sales presentation. In this first video, we'll discuss FACTS questions, and there are two reasons for asking these.
By Bruce King
Sales > Structure Of A Sale
Questioning skills 2 - Issue and feeling
In this second in the series of videos on questioning skills, I explore the importance of asking issue questions and feeling questions.
By Bruce King
Sales > Structure Of A Sale
Don't open meetings with small talk
Most buyers don't have time for irrelevant small talk at the start of a sales meeting any more. Here's what to do instead.
By Bruce King
Sales > Structure Of A Sale
How do your customers perceive you?
By Bruce King
Sales > Structure Of A Sale
How to create a proposal that wins the business
In this tutorial, I explain when you should, and when you should not send a business proposal, and how to create one that will win business.
By Bruce King
Sales > Structure Of A Sale
5 places to research buyers before sales conversations
By Bruce King
Sales > Structure Of A Sale
The sales target or quota is not the goal
In this video I share with you why I believe concentrating on your sales target or quota should not be your top priority.
By Bruce King
Sales > Structure Of A Sale
How to establish you're speaking with a decision-maker
Ever made a sales presentation, only to find out that you were presenting to a non decision maker? Here is how to prevent this.
By Bruce King
