Sales growth

Want laser-focused sales growth? It starts with a sales analysis

Paul O’Donohue 08 Feb 2018

Imagine you’re ill. Not the head-cold kind of ill, but the chest-pain kind. You go to the doctor, who immediately schedules you for open heart surgery that afternoon. Following doctor’s orders, you go, get sedated and allow a surgeon to investigate your vital inner workings. The diagnosis? Indigestion! You’ve just wasted however many thousands of dollars on surgery, an afternoon—plus, a bucket load of stress—on a solution before you had a proper diagnosis.

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Sales training

5 secrets to perfect the timing of your sales proposal

The team at SalesStar 15 Nov 2017

You’ve nailed your opening call, delivered a superb value proposition and you’ve piqued your client’s curiosity. But there’s only a small window of opportunity to present a proposal, so timing is mission critical. Are you sure you’re ready––and what about the client? Is there such a thing as too soon in the world of consultative selling? 

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Sales strategy

4 truths consultative sellers need to know about modern B2B buyers

The team at SalesStar 09 Nov 2017

Buying behaviour has gone through radical changes since the arrival of the internet and the growing eCommerce industry. If you want to connect with your buyers, understand their changing consumer needs, and ultimately make sales, here’s what you need to know about them.

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Sales strategy

The critical role that tough questions play in consultative selling

The team at SalesStar 01 Nov 2017

Asking tough questions is consultative selling 101. But just how important are they? And is there a way to overcome a reluctance to ask them?

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Sales strategy Sales tips

The 7 best questions to reveal your client’s needs

The team at SalesStar 24 Oct 2017

If you’re looking to start selling consultatively, you’ll need to master the art of Socratic questioning. If you’re stumped on what questions to ask clients and how to structure your approach to uncover their problems, look no further. Here’s what you need to know.

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Sales strategy

3 ways to become a trusted consultative sales advisor

The team at SalesStar 18 Oct 2017

While the foundation of consultative selling is to enhance client profits, it’s near impossible to do that if the customer doesn’t trust you first. And establishing yourself as a trusted advisor starts with your very first point of contact with your client.

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Sales strategy

The DNA of an effective consultative seller

The team at SalesStar 12 Oct 2017

Despite all the pros of the consultative selling strategy, sales professionals around the world have, on average, only 50 per cent of the skills to sell consultatively. Why? While a lack of skill and training in consultative selling can partially explain it, most of it comes down to mindset.

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Sales strategy

The selling psychology behind consultative sales

The team at SalesStar 04 Oct 2017

Wondering why consultative selling is so effective? It comes down to science. Psychology actually. But why is understanding how the human brain works so important for sales success? Let’s take a closer look.

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Sales strategy

Consultative selling vs value based selling

The team at SalesStar 26 Sep 2017

Is it time for value based selling to bow its head to consultative? For the third round of our sales strategy showdown we’re examining the merits of value based selling and how it compares to the consultative approach.

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Sales strategy

Consultative selling vs solution selling

The team at SalesStar 20 Sep 2017

Many salespeople seem to believe that consultative selling and solution selling are the same thing. They’re right––to a point. But there’s a lot more to it than that. Here’s why.

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