How to map out the DMU: BANT vs. NAMAT

Read my blog on Hubspot to find out how to map out the decision making unit (DMU). The well known BANT acronym (Budget, Authority, Need, Timing) has been scrutinised by me and NAMAT is the successor. Check out my blog … Read More

How to handle objections

Sales people have to cope with various kinds of resistance, like objections, pretexts and brush-offs. (Potential) customers will always raise objections during sales conversations. It is essential to handle these objections professionally, to be able to come to a successful … Read More

To learn or to micro-learn?

A couple of days ago I talked to a friend of mine. He is an employee of a large governmental organisation. He complained about the e-learning that was offered to him by the L&D (Learning & Development) department of his … Read More

Why you should decline the coffee

I still remember one of the first sales lessons that I’ve learned. I was hired by Bourns, a company that produced and sold electronic components to the professional industry. My mentor was Vincent. Vincent was an experienced sales person. At … Read More

DISC: the different communication styles

Why it is important to understand the various communication styles. In business, it is essential to build rapport with people that we want to work with. Regardless of whether it is in sales, in teams at work or in private life, … Read More

7 ways to close the deal

Most sales people could easily double their revenue if they dared to close. We all know the feeling. We’ve had a great conversation with a potential customer and we say goodbye at the end. Without a concrete result, we don’t … Read More

Forget about the numbers, go for the relationship

No sustainable business without a sustainable relationship. This is the message that Kees Verschoor en Jean-Paul Boerekamps carry out in their book “Mutual Sustainability”. The way they approach doing business is not ordinary, but gives an interesting insight in the … Read More

Why 2 days of sales training isn’t effective.

We tend to forget quickly. Back in 1885, Hermann Ebbinghaus, a German psychologist who pioneered the experimental study of memory, discovered “the forgetting curve”. Humans tend to halve their memory of newly learned knowledge in a matter of days or … Read More