What should value-based selling training teach your sales team? To sell on the outcome the buyer gets, instead of on product features or price. In practice that means understanding what business you’re really in from the customer’s point of view, exploring the buyer’s situation before presenting anything, putting the value into the buyer’s own figures, […]
What is the 3-3-3 rule in sales? There's no single official version. Most people use it as a follow-up rule (three attempts, across three channels, over three weeks) or an attention rule (three seconds to grab attention, three minutes to build interest, three touches to earn a reply). The version I use with teams in […]
What are the 5 basic communication skills? Listening, speaking clearly, non-verbal communication, asking good questions, and adapting to your audience with empathy. Get those five right and you'll communicate well most of the time. But in my experience there's a sixth skill underneath them that decides whether the other five actually work: noticing the meaning […]
How much does sales training cost in Ireland? There's no single price list, and I'd be wary of anyone who gives you one before they've understood your team. The cost depends on five things: the format (a full day, a half day, a two-hour workshop or 1-to-1 coaching), the size of the group, whether it's […]
What are the types of salespeople? The best answer I know comes from a study that watched 800 salespeople in live sales meetings and found eight types: Experts, Closers, Consultants, Socialisers, Storytellers, Narrators, Focusers and Aggressors. Only three of them, the Experts, Closers and Consultants, consistently close. The other five are busy, likeable and often […]
So why is your sales team not hitting targets? In my experience it comes down to one or two habits in how they sell: weak qualification, discounting too quickly, objections surfacing late, deals stalling after the first meeting, no shared strategy, patchy follow-up, or what your reps quietly believe about price and rejection. Every one […]
If I could only train three skills into a sales team, I'd pick discovery, test closing, and managing your own state under pressure. Discovery finds out what really matters to the buyer. Test closing checks they're with you, step by step. And a steady state is what keeps a rep doing both when the pressure […]
What's the difference between sales training and sales coaching? Sales training gives your whole team a shared method and a common language. Sales coaching works with each person on their live deals, so they actually use that method when a real buyer is on the other side of the table. Most teams need both, and […]