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.

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

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

No more fears - selling made easy

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.

Selling in a nice way

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

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.

Closing a sale

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

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.

Business people shake hands on a new sales agreement

The secret to making more sales

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

Why you must follow up leads

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.

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

How do you market an expensive item?

There are no quick tricks when it comes to selling expensive products. But with the right marketing you could seriously improve your sales.

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

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.

A banner spelling out the word 'Cold call?'

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.

A blackboard with a chalk drawing of a bit fish eating little fish

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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Ten tips for approaching cold leads

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

Essential guide to negotiating

How to plan your negotiating strategy, conduct a successful negotiation with customers and suppliers and get great deals for your business

Don't compete on price

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.