De rollen bij je klant: NAMAT

Bij complexe verkooptrajecten en de meeste B-to-B verkooptrajecten, moeten we erachter zien te komen hoe de DMU eruit ziet. DMU is een afkorting van “Decision Making Unit” and bestaat uit een groep mensen binnen een bedrijf die de aankoopbeslissing nemen. … Read More

Sales statistics that you should take note of

We ran into this wonderful list of sales statistics, published by D. Disney. Every sales person should read this and benefit from this! On the phone, tone is 86% of our communication. Words we use are only 14% of our … Read More

11 things sales profs should stop doing immediately

I’ve trained 1000’s of sales people all over the planet and identified common mistakes that sales profs should stop making immediately. Here are the things that are important and “quick wins”: 1. Stop trivialising the importance of the subject line … Read More

How to handle objections

Every now an then, salespeople will 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 … Read More

Leren of microleren?

Ik sprak laatst een vriend van mij. Hij werkt bij een grote overheidsorganisatie en klaagde over de e-learning van zijn werkgever. Hij moest een opgave maken die twee uur duurde en kon het niet onderbreken om op een ander moment … 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

Did you know that most salespeople could easily double their revenue if they dared to close? We all recognise this situation: We’ve had a great conversation with a potential customer and we say goodbye at the end. Without a concrete … 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